PRESENTATION ON ROUTING

& SCHEDULING SALES

FORCE
TAUGHT BY :- PROF. BHARATH BHUSHAN SINGH

PRESENTED BY :- GROUP NO- 4

PRASAD NAYAK
AKASH JAISWAL
DEBAPRASAD OJHA
PARVEEN KUMAR

ROUTING
What is routing ?
Routing is a travel plan or pattern used by
a salesperson for making customers calls
in a territory.
PLAN FOR ROUTING:
Identify the present and potential custom
ers on a territory map.
Classification of Customers in to High ,M
edium &Low Sales Potential.

 Reduction in travel time and cost by exclu

dingbacktracking and criss-crossing by sa
les people in their territory.
Improvement in territory coverage.
Sales people reduce their travel time and
increase selling time.
DISADVANTAGE OF ROUTING:
Routing reducers the salespeoples flexibil
ity and initiative.

Scheduling

Scheduling refers to establishing a fixed time whe

n the salesperson will be at a customers place of
business.
It isplanning asalespersons specific timeof visits
to customers
strict formal route designs enable the salesperson
to:
1.Improve territorial coverage
2.Minimize wasted time
3.Establish communication between management a
nd the sales force in terms of thelocation and acti
vities of individual salespeople.

Industry Challenges
Sales-Reps spending too much time drivin
g instead of with potential customers
Overlapping territories
Efficiently plan visitations with multiple fr
equencies that span across weeks and mo
nths
Planning for multiple territorial sales-reps
with varying Route Start/End locations a
nd Time Windows

WHAT IS ROUTING ?

ROUTING IS A TRAVEL PLAN OR PATTERN USED BY

SALES PERSON FOR MAKING CUSTOMER CALLS IN
TERRITORY.

PLAN FOR ROUTING?

IDENTIFY THE PRESENT AND POTENTIAL CUSTOMERS
ON A TERRITORY MAP

WHAT IS SCHEDULING?
IT IS A PLANNING A SALES PERSON SPECIFIC TIME OF
VISIT TO A CUSTOMERS.

Fact Of Eureka Forbes

The Company Was Founded In Detroit Michigan1909 By
Fred Wardell To Build Vacuum Cleaners.By 1927,
Eureka Was Selling One Third Of All Vacuums
Manufactured In The United States. 1930 Saw Expansion
Into Making Other Appliances With The Introduction Of
The Eureka Electric Range.
Market Leader In Vacuum Cleaner As Well As In Water
purification.
1981 Eureka brands came in India through Eureka
forbes with the join venture with FGL

ROUTING OF EUREKA
SALES FORCE..

PLANNING
IDENTIFY
FOLLOWING
CONSUMMATE

SCHEDULING OF EUREKA FORBES

IMPLEMENT THE PLAN
CONTACT AT RIGHT TIME
CONTACT WITH POTENTIAL
CUSTOMERS

SALESMA
N

CUSTOME
RS

Readmorehere:http://entrance-exam.net/commercial-financemanager-eureka-forbes-ltd/#

Routing and scheduling sales force

Of
The Times of India

Routing of The Times of India

In The Times of India, the planes of
routing are totally based on:
Telephonic network
Electronic data networks
Transportation networks
Routing process of The Times of
India:
To Identify the target customers.
Customers classifications.
Reduction in travel time.
Improvement in territory coverage.

TERRITORIAL COVERAGE
After
Designing
the
sales
territory , the sales person
should be assigned on which
area of the territory has to be
covered by him.
The territory can be assigned by
3 methods
1.Planning of efficient route for
sales people.

scheduling of
the times of india

Designed specifically to cut down sales force

travel time and optimize their schedules/visits
with the customers. Solution reduces operation
costs while increasing sales opportunities.
Territory planning of sales reps based on optimal
travel distance or balancing number of stops per
territory.
Fully web based designed with the future in mind
install at one location, instant deployment nationwide.
Map centric user interface easy to visualize your
customer locations, territories, and routes.
easy

integration

with

your

CRM

and

Accounting