Marketing Communications

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Marketing Communications
Personified Promotion

SALES TERRITORY

SALES TERRITORY DEFINED: as a number of present and potential customers, located within a
geographical area and assigned to a sales person, branch or middleman that is wholesaler or retailer.

REASONS FOR TERRITORY DESIGN

1. To enable management achieve effective plans and control of marketing efforts at the lowest
   organisational level.


2. Sales territories will ensure organised coverage of the defined market.


3. Territorial assignments to salesperson has a reduction effect on selling expenses which
   accrues to maintaining a salesman in a territory.


4. The use of sales territories makes it possible to meet competition more effectively.


5. Territorial systems facilitate the allocation of revenue and expenses by market area.


6. Good territorial designs help in maintaining sales force morale.

SALES FORCE MANAGEMENT MOTIVATION MIX

Motivation mix consists of a combination of factors used in sales management to motivate salespeople.
These factors are:

1. THE BASIC COMPENSATION PLAN: this includes salary, commission and fringe benefits.


2. SPECIAL FINANCIAL INCENTIVES: consist of contests, bonuses and company
   sponsored trips.


3. NON-FINANCIAL REWARDS: include achievement awards, challenging work assignments,
   psychological rewards such as praise and recognition.


4. LEADERSHIP TECHNIQUE: consists of elements such as style, personal contact methods
   or feedback which include national, regional, district meetings, individual meetings, letters,
   telephone calls and joint sales calls.


5. MANAGEMENT CONTROL PROCEDURES: encompasses performance evaluation, quotas
   and reports.