QUESTIONNAIRE

Dear Sir/Madam,
We, the students of IoBM are conducting a study on “Territory Management”, for our
term report. Kindly answer the following questions and help us with our project.
Thankyou very much for your time, your input will be very valuable for our project.

Name: _________________________________

Age: _________

Designation: Gender: �Female � Male

Q1. How have you designed your sales territory?

A) By geography
B) By potential
C) By servicing requirements
D) By the workload
E) Others please specify_______________________

Q2. Why have you chosen the above as the basis for your territory design?
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Q3. Who are your major accounts? Please name a few…

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Q4. What special arrangements, in terms of pricing, credit or product design, do

you offer to your large accounts? (The direct accounts)
_______________________________________________________________________
_
_______________________________________________________________________
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__

Q5. Have you ever come across any of the following aftermath of poor territory
design?

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A) Inadequate Market coverage
B) Unequal workload
C) Lack of control over the sales force
D) Depressed morale of the sales force
E) Others _______________________________________________________________

Q6. Please give an instance when such an event occurred and how did you manage
to rectify the damage made?
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_______________________________________________________________________
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Q7. Why in your opinion is it important to establish territories?

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Q8. Do you believe that establishing proper territories is effective for sales in
Pakistan?
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Q9. How often do you update the territories based on considerations like character,
capacity, credit and competition?
_______________________________________________________________________
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Q10. What sort of training methods do you use for your sales force?
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Q11. What is your call frequency for a particular territory? And what does it
depend on…?
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Q12. How often do you call on new accounts?
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Q13. Have you encountered any of the following territory management problems?
(Tick all that apply)

A) Inadequate coverage
B) Inadequate size
C) Revision of territory
D) Shifting accounts
E) Direct accounts
F) Inadequate support
G) Territory jumping
H) Overlapping territories
I) Selling cost variations
J) High turnover

How did you go about resolving the issue?

_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
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Q14. What method do you use for designing a territory?

A) Buildup method
B) Breakdown method
C) Incremental method

Q15. Define the average account load on a sales person.

_______________________________________________________________________
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Q16. Do you assign specific sales persons to specific territories? What criteria do
you base it on?

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_______________________________________________________________________
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Any additional information in this area will be very helpful for us!
_______________________________________________________________________
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THANKYOU FOR YOUR TIME!!!

HAVE A NICE DAY.

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