The sales department Has activities. Sales will need to visit customers occasionally, assess the credit, create order, follow up the deliveries of merchandise, present the new product or marketing, product products, negotiate a new location, manage a different complaints, etc. So many things at the exact outlet. Now, imagine replication of this in a number of outlets.
The universe of Outlets which are target of a company, in addition to the amount of sales managers and employees, can differ from one company to another, based on the business branch. It may depend on the plan on the market of company. Every business in any business branch will attempt to pay with as less as workers as outlets.
It is very simple to explain this intention. Outlets you pay more sales, through your sales agents you can expect. Nevertheless it is much better to have direct contact Though you can get into the outlets through wholesalers.
While the Business is It is hoping to engage number of field agents. Optimal means.
We see that the purpose Is to get the approach involving cost of support, training and employment to sales representatives from 1 side’s amount and achievement of sales volume on the side. This is a problem of the FMCG businesses that sell a volume of a portfolio, which sells through network of merchants that are distributed, throughout the market area that is geographic.
In this situation it Is important to get a sales path planning for the sales representatives. This is done through several measures:
1.) Assessing the Market world is data of outlets in the market is measure. This Dynamische rittenplanning survey involves basic information gathering, estimate of earnings and potential, size of outlet, see frequency of shoppers, etc..
2.) When You have data In ABC categories, you categorize outlets of your sales world.
A – outlets with Quantity and possible, positioned in areas that are metropolitan. The number of those outlets is usually comparatively small
B – Moderate size and Urban areas having potential of growth, Sales outlets. Number of B sockets will be moderate
C – outlets, Worthwhile visiting. Likely there will be many outlets in this class
There will be some Outlets that you may want to overlook from your path planning. It is tricky to cover all outlets. In certain branches, where there’s the number of sockets it could be possible. However, for a FMCG company with tens of thousands of outlets, it is more realistic to bypass the level of sockets.