Importance Of Efficient Territory Management In Distribution Planning Finance Essay - Free Essay Example

Sample details Pages: 7 Words: 2034 Downloads: 2 Date added: 2017/06/26 Category Finance Essay Type Argumentative essay Did you like this example? The current paper is a theoretical approach to the management of territories according to sales force, which has an important role in the realization of distribution. The central element is the way in which agents split their efforts between the activities and routes they are responsible with. A related issue is that of establishing what comes first defining the sales territory or performing the selling. The effects of the interaction between the number of distribution representatives and the delimiting of the territory they cover influence the measurement of the individual elements that contribute to achieving commercial performance. The basic elements of territory delimitation Commercial territories are delimited in order to help agents sell more efficiently. Delimitation is done by allocating a number of existing and potential clients to each distribution representative (DR) acting in a given area, usually, but not always, established on geographical criteria. The reasons for territory delimitation and the criteria according to which this is done may vary a lot from one case to another. Division into commercial territories is not required or useful in all situations. Reasons against these delimitations may occur when it comes to selling to friends or social contacts, or selling with the help of references received from other existing clients, as is the case of insurance or financial investment companies. Another reason against the existence of territories could also be the small size of the market, the reduced number of clients or DR, which does not justify such a division. Where information about potential clients or concerning the way in which a product would be received is not easily available, managers should leave the demarcation of territories for when these aspects will have been clarified. Don’t waste time! Our writers will create an original "Importance Of Efficient Territory Management In Distribution Planning Finance Essay" essay for you Create order The companies establish commercial territories out of the following reasons: To cover the whole market. Territories allow for the identification of existing or potential clients in a given area, reducing thus the likelihood of omitting some business opportunity or the overlapping of contacts and, therefore, helping to avoid excessive transport costs. To define the responsibilities of each DR more accurately. This delimitation allows an easier classification of accounts by name, number and frequency of contacts. To better adjust the selling activity to the clients needs. This is possible due to various reasons related to the respective location, such as knowledge of the local conditions and customs. Once more, similarity between distribution representatives and their potential clients may prove to be highly significant. To improve customer relations. The distribution representatives in a given area may find out more about their clients and establish a closer relation with them, visiting them regularly, a thing which represents, by itself, a time-saving source. But excessive contacts and wasting time with too many courtesy visits should be avoided. To reduce distribution expenses. The number of travels and the related costs are much more reduced if they are situated within the same area. For this reason, most of the companies insist that their distribution representatives should live in the area they cover. As means of facilitating performance evaluation. Commercial situations related to previous periods, to a plan or to some measure of the potential are easier to work out and more accurate when they refer to a well-defined territory. Sales managers can also draw comparisons between territories which could help them realize how to improve the activity of the entire sales personnel. To help the distribution representatives work. Demarcating territories supports a better coordination among the different departments of a company, between the concrete marketing and advertising activities undertaken by it, at the same time contributing to sustaining and motivating distribution representatives who thus become managers of the areas they cover. The most convincing reason is that territorial delimitation facilitates the implementation of the concept of marketing, contributing to a better identification of the clients needs and allowing for more specific actions with a view to satisfying them. In the environment in which selling and distribution take place nowadays, the ability to conduct an efficient management of territories is becoming increasingly important, this being the prerequisite for achieving optimum distribution in terms of costs. The widely accepted procedure for establishing commercial territories covers the following five phases: Phase I: Choosing the fundamental unit To better define territories, one chooses a starting point that relies on different preexisting divisions, such as economic regions. The differing population density, income differences and industrial particularities make these divisions unequal in terms of their commercial potential. Where possible, it is recommended that a smaller starting unit be established, because larger commercial areas may be subsequently created by merging several of these divisions. The market features, the distribution systems and the company reputation are factors of greater influence than the simple geographical borders. Phase II: Evaluation of accounts and commercial potential The data systems concerning markets may provide all the information required to make decisions in this respect. In the cases where exact information may be obtained about the market and clients, territory organization can be relatively easy. This involves the classification of all potential clients into different categories, such as yet unverified tracks, existing, past or future clients. The advantages of using computerized systems materialize into the ability of quickly selecting potential accounts according to a series of relevant features. Computers can also be used in storing information about the status of the accounts, their real and potential value. The majority of companies divide their accounts according to a classification of the ABC type: A = highly important accounts, B = average importance accounts, C = less important accounts. Phase III: The analysis of distribution representatives workload The agents workload is an estimate of the time and efforts required to cover the assigned geographical territory. This approximation contains the number of accounts of different types, the frequency of contacts, the time allotted to each of them, the time needed to travel among contacts, as well as the time spend with non-commercial activities. The difficulties which may arise when calculating the value of the workload include: Type of product. Fast-moving consumer goods require less explanations or demonstrations than technological products. The activity in this field is carried out recurrently, according to some well-established, almost routine patterns. There are, however, certain industrial or other special goods whose benefits require a more detailed presentation, making such visits take longer. Type of sales. Distribution representatives may deal with developing and consolidating an account which may take them more time than servicing the existing accounts. They can be faced with having to contact several persons within the same account whereas, in the other cases, they only have to meet with the actual customer. Certain types of sales require some missionary or development activity, while others may need a larger-scale promotional activity. The novelty of the products or of the market. In the case of developing products or markets, it is expected that there should be a need of longer time for each visit and less sales for each account than in the case of existing products or accounts. Accounts take time to develop and a large number of accounts means a greater workload in a developing area than is needed for achieving the same volume of sales in a well-established territory. The market share, the position and the competitive advantage of the company in the respective area. If competitors are already well positioned on the respective market, the work of distribution representatives to maintain each account will be far more difficult and will usually require more time. Most companies have a larger market share at home, that is why the task of distribution representatives is substantially more difficult when they have to work in regions away from the companys headquarters. It may happen that some agents obtain better results even in such circumstances, but this may be given rather by a greater efficiency of the distributors in the respective area than their own dealer qualities. Phase IV: Delimitation of basic territorial units The objective of this phase is to determine the commercial potential of the distribution representative assigned for a given area. This potential is, in its turn, related to the objectives of the sales staff. As in the case of sales forecasts, there are two distinct methods which may be used: the method of calculation by accumulation and the method of decomposition. The procedure is as follows: The number, size and location of customers are established, also taking into consideration their current, past and potential accounts. These accounts can be classified and grouped properly, for example according to size or other criteria. The number of contacts needed for each account, the time and frequency of visits are determined. A calculation is made concerning how many accounts each DR can serve. It is useful to use an ABC classification. Specifically, there will be an average of contacts that have to be made daily, the average frequency for each account and the average time for selling in each case. The demarcation lines are drawn, taking into consideration a realistic amount of work which should be commensurate with the basic geographical unit. The method of calculation by accumulation can be applied with the help of a computerized system. Information about each buyer resulted from the data collected during contacts may be used to maintain a file with information about clients (Vavra, 1992). Such hypotheses are more difficult to sustain in practice. Or, on the contrary, managers may adopt the method of decomposition in territory planning: starting from a nationwide estimate of the market potential and market share, one may approximate the sales potential; this estimate is then divided by the number of people available (or which can be recruited); finally, realistic geographical boundaries are drawn. The disadvantage of this method is that by trying to equalize the territories commercial potential, a difference in workloads occurs which makes geographical borders unrealistic. This issue is further strengthened by the variations in market conditions and the fluctuating efficiency of distributors, so that this quite simplistic method turns out to be, in fact, quite complicated. Phase V: Assigning distribution representatives to territories After establishing the territories, these must be individually assigned to distribution representatives. These may differ in knowledge level, skill and ability, which makes some be more efficient than others. Practice has shown how important it is to find distribution representatives that match the customers but beside this, there are still other factors which allow them to be efficient. The managers responsibility is to put these variables in order of priority, trying at least to improve the situation of each of them if not to find the best solution. Differences in skill, as well as the agents desire or inclination to deal with other areas than the ones they have been assigned to may require the use of compromise which, although not optimal, is still applicable. Time management Most improvements in this respect may be achieved by agents themselves through more discipline and increased professionalism. Among possible improvements, we may mention: The work day should start earlier and end later; Less discussions; Less breaks; Less protocol actions. Efficient time management means: Better work planning; Less visits to undecided or unimportant clients; Better use of travel and waiting time; An increased use of the phone, including for establishing the meeting list. Factors which distribution representatives should take into consideration when managing their duty hours include: Time for elaborating official documents; Duration of each visit; Travel duration; Number of visits; Order of visits; Time given to developing new relations; Time taken by non-commercial activities; Time wasted in making conversations with clients. As recommended as it might be to allow each DR to manage time on ones own, managers have the obligation not only to monitor, but also to stop the incorrect use of time and to promote more efficient practices for making sales. Conclusions An optimal territorial demarcation has the following features: areas are easy to administer; sales potential is relatively easy to estimate; time needed to travel and related costs are reduced to the minimum; there is a homogeneous distribution of opportunities to sell products among existing and potential customers; workloads are equalized. The most important factors to be taken into consideration when establishing territories are the market potential and the density and dispersion of accounts.

The Developmental Period Of Toddlerhood - 3559 Words

Introduction This paper will begin with examining the developmental period of toddlerhood (18 months through 3 years of age) for a young boy named Joey, age 2 and 1/2. It will then introduce the problem of Reactive Attachment Disorder (RAD) in this stage of development, and some possible interventions to address this problem. After discussing these topics, this paper will describe how to assess RAD in a Joey, and his family, and how to engage Joey and his parents, Dave and Lisa in an intervention process. Joey has been brought to a child and family therapy clinic due to Joey’s behavior. He is very withdrawn towards his parents and rarely seeks their comfort or responds to their comfort when distressed. He has minimal social responsiveness to others, and consistent unexplained episodes of irritability and fear with both Dave and Lisa. These behaviors have been going on for over a year, since Dave and Lisa adopted Joey out of an orphanage in India. Dave and Lisa feel like failu res as parents, and do not know how to comfort Joey. Toddlerhood Critical Issues at this Stage Here is a review of the critical development issues young Joey faces in the toddler stage of development. Joey has grown more in the first 24 months of his life than he will at any other point in life, and in toddlerhood his growth will slow down (Hauser-Cram, P., Nugent, J. K., Thies, K., Travers, J. F., 2014). Biological. In toddlerhood the expected motor milestones are walking up stairs between theShow MoreRelatedThe Developmental Period Of Toddlerhood2484 Words   |  10 PagesIntroduction This paper will begin with examining the developmental period of toddlerhood (18 months through 3 years of age) for a young boy named Joey, age 2. It will then introduce the problem of Reactive Attachment Disorder (RAD) in this stage of development, and the appropriate interventions to address this problem. 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Is Google Making Us Stupid Free Essays

Is Google really making us stupid? Nicholas Carr, The writer makes several suggestions about the internet is changing the way our mind works and that it has negative consequences on the mind. Mr. Nicolas Carr believes that we should be skeptical of the internet because of the adverse ways it may be shaping the way we think. We will write a custom essay sample on Is Google Making Us Stupid? or any similar topic only for you Order Now Thinking critically about his article, I can find some patterns in his writing, such as fact and fiction, presenting evidence with an argument, cause and effect, and tonal qualities. Mr. Carr discusses that he feels like his mind is being influenced by advancing technologies. He states that even as a writer his mind struggles to keep focused on a book, something that is new to him. He blames this on the internet, which he describes as â€Å"The perfect recall of silicone memory†. The writer uses his friends as examples, stating that â€Å"†¦ many are having similar experiences†. While impossible to tell if this fiction or not, one can reason that he’s most likely stating fact. Mr. Carr does bring up facts from a London study where results suggest that internet readers aren’t reading in traditional methods and that they do not absorb the text that they are reading. The writer then brings up a conversation that he had, stating an interesting fact of how reading is not part of our genes like how speech is. That is a very interesting fact and that suggests that the way we read can be influenced just like other habits. He brings in quotes from other professors he has talked to and mentions how the human brain can still be molded even at older ages. To help support his discussion, he brings up a very interesting part of history. With the invention of the mechanical clock, people minds were changed into thinking in mathematical sections of time. That people â€Å"†¦eat, work, sleep, rise, we stopped listing to our senses and started obeying the clock†. In the arguments put forward by Nicolas Carr’s article, some interesting ideas and evidence surface. I would say that the main point of this essay is to stir discussion how the internet may have negative effects on the human mind. Mr. Carr states how his own memory is being affected by speeding on the internet jumping from one page to the next. He further supports that his reading habits that used to be natural for him have become struggles. He argues that the zip lining across the internet is changing how we read and how we interpret text. He backs this up from evidence from studies performed in London that suggests that people exhibit â€Å"†a form of skimming activity† and â€Å"†¦read no more than one or two pages of an article or a book before they would bounce out to another site†. Another point he tries to argue is that technology is taking part of forming in his thoughts. He proposes that it has â€Å"changed from arguments to aphorisms, from thoughts to puns, from rhetoric to telegram style†. The pattern of cause and effect is also apparent in his writing, starting from the very beginning. How to cite Is Google Making Us Stupid?, Essay examples

Essay on a Passage to India free essay sample

A Passage To India portrays the stance of the British people in India, wherein the Englishman is viewed as a racist, self-righteous and rude set who deny to relate to the Indians on an individual level or rather see Indians as a person. A Passage to India is divided into three sections: Mosque, Cave and Temple, each part portraying a symbolic meaning. Chandrapore an unusual city situated beside the river Ganges, though being grime when compared to the structures of the British colonials, Chandrapore’s hidden beauty still prevails. This description of the Indian city and the British sets the mood and theme suggesting the distrustful and snobbish behavior of the British towards the Indians. â€Å"They all become exactly the same, not worse, not better. I give any Englishman two years, be he Turton or Burton. It is only the difference of a letter. And I give any English woman six months. We will write a custom essay sample on Essay on a Passage to India or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page All are exactly alike. † (Chapter 2) This conversation between Hamidullah and Mahmoud Ali further paves the idea of the British towards the Indians. The encounter between Dr. Aziz and Mrs. Moore in the mosque wherein Dr. Aziz angrily shouts at Mrs. Moore for intruding in a mosque-a holy place for Muslims, epitomizes the anger of Indians against the British for trespassing on their land and soil. Mrs. Moore answers That makes no difference. God is here. (Chapter 2) And that she had removed her footwear, symbolizes that English people (though not all) do realize the fact that as God is everywhere so there is a person with feelings in each individual. This characteristic is further portrayed in Miss Adela Quested – a young intelligent educated woman and a free thinker, who accompanied Mrs. Moore to India to decide whether or not to marry Mrs. Moore son, Ronny. This attitude as a free thinker enabled Adela to wonder as to why the Englishmen were so hostile towards the Indians. Unlike most Englishwoman, Adela attitude towards the Indians would be a friendly and approachable one. Intellectual, bold, frank and formal, or rather what Fielding calls Andela a â€Å"Prig† characterizes her. The segregation of Indians and Englishmen at the Bridge party further dismays Adela. Mrs. Turton act of enabling Adela and Mrs. Moore interact with Indian woman paves the way for Adela to further enhance her friendly attitude towards Indians. This trend of questioning together with frankness, form Adela’s behavioral patterns and observations thus portraying her freedom as an English woman compared to an Indian woman behind a Pardha. For Adela, â€Å"I want to see the real India† (Chapter 3) the real meaning of India and to see India was through the eyes of each Indian, thus breaking all barriers between an Indian and a British for what ever or who ever one is the bottom line is we are all people. Come on, Indias not as bad as all that. Other side of the earth, if you like, but we stick to the same old moon. † (Chapter 3) Mrs. Moore and Adela conversation about the superfluous life and reality, the reality that Indians like the Englishman are the same, for all see the same moon. Mrs. Bhattacharya invitation to Adela and Mrs. Moore can be viewed as the first step of Adela in proving that Ind ians are the friendly type. Adela further realizes that her purpose to India was her search for compatibility with Ronny. Only to realize that Ronny was horrible and infuriating towards the Indians: â€Å"Aziz was exquisitely dressed, from tie-pin to spats, but he had forgotten his back-collar stud, and there you have the Indian all over; inattention to detail, the fundamental slackness that reveals the race. (Chapter 8) and her and his attitude towards Indians couldn’t coincide with her opinion and gestures. The journey to the polo match enables Adela to realize that her feelings for Ronny are unreal and empty as revealed in her statements to the guests that she has â€Å"no intention of remaining in India and marrying Ronny†. This stage can be viewed as Adela confusion in life, confusion of feelings and her introspection into the reality of her life. Every problem has a solution, the bumpy ride in Nawab Bahadur car reflects the turmoil taking place in Adela’s mind and the solution the car hitting into an animal and Adela falling on Ronny: Her hand touched his, owing to a jolt, and one of the trills so frequent in the animal kingdom passed between them and announced that their difficulties were only a lover’s quarrel† (Chapter 8). This animal reveals the animal within every person. This stage Adela wishes to marry Ronny and is out of confusion and into marriage and settlement of life. Dr. Aziz and Adela’s friendship is an epitome of hospitality and kindness between Indians and the British. And this is further strengthened with Mrs. Moore and Adela picnic to the caves with Dr. Aziz and their interests in Akbar (the founder of Hinduism) establishes a strong bond between the two cultures and personalities. Hinduism embraces India, and thus Adela by learning about Akbar, breaks all barriers and notions of religion between Indians and British. Distrust between Indians and British prevailing Dr. Aziz is skeptical and replies: You keep your religion, I mine. That is best. Nothing embraces the whole of India, nothing, nothing and that was Akbars mistake. (Chapter 14) The caves produce an echo â€Å"Boum†. For Adela this echo symbolizes the Dharma idea in the fundamental oneness of all things. Due to logic prevailing in Western thought, this realization only maddens her Western mindset. Adela quest leads her to panic. This negativity encourages Adela to further embrace this universality and admits to her fear of becoming a rude English woman, like most English woman become after marriage. Though engaged to Ronny, Adela opens up to Dr. Aziz. Here one can find a sense of calmness and tranquility in Adela and her willingness to confide her inner most thoughts with an Indian, thus over stepping not only cultural boundaries or religions but over crossing self-respect and the willingness to bear her soul to Dr. Aziz. This search and introspection makes Adela realize for the second time that she does not love Ronny. Here Adela portrays the feelings of false love and her journey into and unloved marriage. On the other hand, Adela can also be viewed as a vacillating character who is unable to confirm her thoughts and actions and unable to decide her future in life. This behavior of Adela is further positioned when she states that Dr. Aziz had insulted and sexually assaulted her. This incident at the caves causes Adela to face a predicament of rationalism against spiritualism. As Fielding called Adela â€Å"Mad† one would agree. The â€Å"echoes† heard by Adela in the caves portray the echoes in her life which have led her to hallucinate. The shift from normalcy to psychological behavior can be witnessed in Adela. These echoes represent Adela’s extent of her typical sane comprehension. Echoes symbolize the evils and sins in life, sin of Adela accusing Dr. Aziz of bad behavior and these echoes are like: â€Å"The sound had spouted after her when she escaped, and was going on still like a river that gradually floods the plain. Only Mrs. Moore could drive it back to its source and seal the broken reservoir. Evil was loose she could hear it entering the lives of others†. (Chapter 22). Adela testimony in the courtroom represents the old Adela who is overwhelmed by doubt. Spiritualism answer to freedom from evil makes Adela prays, for in the courtroom the echoes return to her and she wonders â€Å"by what right did they claim so much importance in the world and assume the title of civilization? (Chapter 24). Dr. Aziz once proven guilty finds Adela lost and lonely roaming the streets, among people who are now aliens to her. Adela’s alienation and Mrs. Moores words- â€Å"In England the moon had seemed dead and alien†¦. † (Chapter 3) is viewed as a prediction for the future. Adela towards the end begins to trust one person-Fielding and realizes that the search for love is all in vain and this is the end. Nevertheless, Adela endures all her suffering and accepts her fate after the trial. This action of endurance enables her to win a friend at the end, which is Fielding. For Fielding sees Adela as a heroic woman and not as a conspirator. No aim, no purpose in life under the present circumstances, as Ronny breaks his engagement with Adela, makes her realize that the purpose to see India and her love for India is broken and shattered. Nor only the love for seeing India and Indians was shattered it left Adela the void to love anymore. Her realization of the damaged created towards Dr. Aziz portrays a sense of humanity still present within her but this realization further damages Adela for she feels paralyzed for unable to rectify her misdeeds. Adela is characterized as a person who lives under demanding surroundings. Her behavior and her shifts in her temperaments affect the lives of other character around her. For instance her engagement with Ronny wherein she was unstable in her commitment of marriage, her accusation against Dr. Aziz and due to this accusation it caused Mrs. Moore behavior to turn cold against her. On the symbolic note Adela, may be seen as a character that signifies the ever prevailing inability of communicating and understanding the mystical patterns of life as it unfolds. Adela attempts to enjoy the benefits of the colonial life. Yet she attempts to see the real India only to fail and to return to England broken hearted.