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Irwin/McGraw-Hill
14-1
Irwin/McGraw-Hill
14-2
Territory-time allocation
14-3
Single-selling approach
Target accounts
Irwin/McGraw-Hill
14-4
Customer Size
Extra large Large Medium Small
Number of Accounts
100 500 1,000 1,400
Percent
3.3% 16.6 33.3 46.6
Irwin/McGraw-Hill
14-5
14-6
1
Large Medium
2
Medium
Irwin/McGraw-Hill McGraw-Hill Companies, Inc.,
14-7
Types of Accounts
Wholesaler Government
$1,000 $25,000 $75,000 $200,000+ to to to $25,000 $75,000 $200,000
14-8
*every 3 months
Irwin/McGraw-Hill McGraw-Hill Companies, Inc.,
14-9
Customers
Stop by office: pick up Jones Hardware order Travel Zip Grocery Ling Television Corp. Ling Television Corp. Lunch and delivery to Jones Hardware Texas Instruments
Prospects
Service Customers
14-10
3.
Zip Grocery
6.
Texas Instruments
5.
Jones Hardware
35
40 62
8.
Trailor Mfg. Home
7.
Ace Equipment
40
1, 9.
Oklahoma City
62
35 62
2.
Distribution Center
Irwin/McGraw-Hill
14-11
For week beginning December 26 Location Home Home Holiday Inn/South Home Home
McGraw-Hill Companies, Inc.,
14-12A
First call
c
Work back
Irwin/McGraw-Hill
14-12B
c
c
c c
Base
c c c c c c
c
Irwin/McGraw-Hill
c
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14-12C
2
1 4
Irwin/McGraw-Hill
3
1 = Downtown
5
McGraw-Hill Companies, Inc.,
14-13
Calls Month Year-to-date Last call Net sales in dollars Current month Year-to-date This year Last year Entire last year
Irwin/McGraw-Hill
2 8 4/20
60 350 300 2,000
1 4 4/18
0 200 275 1,000
1 4 4/18
21 75 125 300
0 4 3/10
0 1,000 750 1,000
2 9 4/19
500 2,000 1,750 5,000
14-14
Sales Potential
$4,000 3,000 6,000 2,000 2,000 8,000 4,000 6,000
Customer
I J K L M N O P
Sales Potential
$ 1,000 1,000 10,000 12,000 8,000 9,000 8,000 10,000
14-15
H
N
G
Irwin/McGraw-Hill
A
Start
McGraw-Hill Companies, Inc.,
14-16
Distribution of Sales
Customer Classification Percentage of Customers Percentage of Total Sales Volume
A B C D E
10 20 50 10 10
100
65 20 10 3 2
100
Irwin/McGraw-Hill