SALES FORCE MANAGEMENT

NAME: NAUMAN BASHIR

ROLL NO: MMKT-IAS-50-R-F19

Territory distribution of HALEEB in Lahore

The total population of Lahore is 12,642,000.

First, we make geographic segments, so when distributing Haleeb products we can focus on
different areas of Lahore more carefully.
Divisions: we will divide it in 4 divisions North, West, East and South.
Part 1: North side (in north side there are old Lahore areas like Garhi Shahu, Harbanspura
Badshahi mosque etc)
Part 2: East side (in east side it is new Lahore like DHA Pargon city etc)
Part 3: West side (in west side there are areas like Johar town Allama Iqbal town etc)
Part 4: South side (in south side there are areas like Chung many housing schemes n canal road.
Bahria town Lake city etc)
We will now
In part 1:
Number of households: 450,000
Number of consumers in households: 202,500
Average consumers in territory: 45 percent
Number of retailers: 10,900
Sales in that territory: 259,150
Refill time period: 1 week
Number of sales person will be appointed in this part seeing above consumption in this area: 115

In part 2:
Number of households: 300,000
Number of consumers in households: 180,000
Average consumers in territory: 60 percent
Number of retailers: 12,800
Sales in that territory: 340,200
Refill time period: 1 week
Number of sales person will be appointed in this part seeing above consumption in this area: 120

In part 3:
Number of households: 200,000
Number of consumers in households: 140,000
Average consumers in territory: 70 percent
Number of retailers: 15,000
Sales in that territory: 150,000
Refill time period: 2 week
Number of sales person will be appointed in this part seeing above consumption in this area: 103

In part 4:
Number of households: 342,000
Number of consumers in households: 203,100
Average consumers in territory: 55 percent
Number of retailers: 15,200
Sales in that territory: 321,000
Refill time period: 1 week
Number of sales person will be appointed in this part seeing above consumption in this area: 110