TERRITORY MANAGEMENT : ALLOCATING CALLS FOR MAXIMUM PRODCTIVITY

Which type of account should dictate your call frequency?

"A" Accounts

What is the formula for annual call capability?

# of calls per day X # of working days per year

The territory management course recommends that when you sort your accounts into "A" , "B", "C" accounts, about what percentage of them should be rated as "A" accounts?

15%

The territory management course recommends that when you sort your accounts into "A", "B", "C" accounts, you assign about how many of them to each category?

15% A accounts, 20% B Accounts and 65% C Accounts

The Juran diagram in the territory management course shows that most companies and most territories get about:

65 percent of their business from just 15% of their accounts

Expected value is:

A sales dollar figure, a target that enables you to objectively compare one account with another

The basic concept of call allocation is that:

Accounts are categorized by expected yield and each account is called on at the appropriate frequency

The basic concepts of all location is that:

Accounts are categorized by expected yield, and each account is called on at the appropriate frequency

When working on "expected value" estimations, you might use sources such as the growth rate of your own sales to a account "intelligence" within the account and guidelines for a typical account (number of beds, patients seen per day , number of physicians in the practice, medical specialty, etc) to calculate the:

Added Volume

In the expected value formula "probability" is:

An estimate of the chances of getting a share of the potential account if you allocated more calls to that account

Which of the following is NOT one of the four critical factors used in the computing probability when making "expected value" calculations?

Authority

The purpose of sorting accounts into categories is mainly so that the sales rep can determine the optimal ______ for each category

Call frequency

According to the course material the four critical factors that impact probability in the expected value formula are:

Competition, relationship, account, proximity and decision maker access

The ______ territory management style is characterized by flexibility and allows for quick reaction to opportnities

Crisis

The __________ territory management style is useful on occasion when you have to leave your route to handle a major problem or sales opportunity. The danger in using this style too often is that it's Very inefficient and will not low you to cover your territory in an effective way

Crisis

According to the course material the most important concept of effective call allocation is:

Determining the yield or expected value from each account

What is the formula for expected value?

EV + Repeat sales + (added volume x probability)

What is the formula for expected value?

EV=Repeat Sales + (added volume x probability)

The _________ for an account in a sales dollar figure, a target that enables you to objectively compare one account with another

Expected value

The formula "repeat sales + (added volume x probability)" is used for calculating

Expected value

The territory management course recommends sorting your accounts in "A", "B" and "C" accounts using your:

Expected value figures

Which of the following is NOT one of the four critical factors used in computing probability when making "expected value" calculations?

Expertise

According to the course material, which of the following statements is TRUE about determining the probability of gaining more sales from a given account?

Four factors—- relationship, competition, decision maker access, and account proximity — should be weighed equally

When estimating expected value there are two types of added volume that need to be calculated, What are they?

Growth of your own business with the account and business that is currently going to your competitors

According o the expected value formula in the course material, what are the two dimensions for rating "decision maker access"?

How available the decision maker is and how many decision makers you have to see for a single account

The ______________territory management style is characterized by high efficiency and conservation of travel costs and time and it dictates that all accounts be called on with the same frequency

MIlk route

According to the course material every successful sales representative is also a successful

Manager

The _________ territory management style is best used for very isolated clusters of accounts.

Milk Route

The three general territory management styles described in the AMS course material are

Milk Route, Crisis, Priority

According to the course material the ideal salesperson should use the. _______ territory management style most consistently

Priority

According to the course material, which territory management style is usually optimal?

Priority

_________ is an estimate of the chances of getting a share of a potential account if you made an intense effort to win by allocating more calls for it specifically

Probability

Call capability is defined in the course material as:

The number of sales calls that a sales rep can make in a given period of time

Expected value provides a __________ method for comparing one account with another and sorting them into caategories

Uniform