Sales area division and sales target determination

① Sales area target

The target must be clear. The sales representative of the wholesaler must know exactly the target to be achieved and the development target of the retail outlets, and try to make the target digital and specific.

② Sales area boundary

Define the boundaries of sales areas to avoid duplication of work and business friction with other areas.

③ Market potential of sales area

The sales representative of the wholesaler must know where the market potential in the region is, how large it is, and how to use it to make the market potential become the sales demand and realize the sales revenue.

④ Market coverage of sales area

The wholesaler's sales representative must be clear about the way the retailer's sales representative contacts the retail customers and the frequency of contact with each retail customer.

⑤ Retailer sales representative

The sales representative of the wholesaler shall make the sales representative of each retailer realize the rationality of the distribution of sales areas, so as to have sufficient sales potential and obtain reasonable income, and also ensure that each retailer representative has sufficient workload and is easy to manage.

Basic contents of sales area objectives

① Retail customer maintenance and development objectives.

② Sales expense control target.

③ Customer relationship objectives.