2 Define the periodicity of coverage ie at what particular interval of time

2 define the periodicity of coverage ie at what

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2. Define the periodicity of coverage, i.e., at what particular interval of time should that spot be visited and covered. 3. Give a sequential plan of coverage, i.e., which visit should follow which visit and which location should succeed which location/ prospects. 4. Specify the time of coverage, i.e., the duration per visit (on an average). 5. One can also incorporate in this plan the market coverage expenses permitted. Many organizations ensure this discipline through a formal detailed market coverage plan. A sample format is provided below: Table no: 6.1 Permanent Journey Plan Name of Sales man: Head quarter: Pune Day Town Marke t Distrib uter Startin g point Noof OL Night halt Local conve y- ance Fare Rs. Night halt allow -ance Rs. Total Mon Pune Sadasi v Peth Mehta bros Shah stores 30 75 75 Tue Pune cantt dorabj ee 40 75 75 Wed Pipri dapodi marke t arihant 38 75 80 155 Thu Chinc h wad tata mkt arihant waysid e 30 75 100 175 100
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SALES FORCE EVALUATION In the above format, you would observe that a detailed market visit plan day wise has been prepared. The plan is in respect of a sales man who is headquartered in Pune. On the first Monday he is to work in Pune, at the Sadashiv Peth market. His starting point is one 'Shah Store’, and on this day he will also visit his allocated Distributor Mehta Brothers. He will be covering 35 outlets in that particular market. Since he will be working in a local market he will be paid only local conveyance Rs. 75. The next day i.e., Tuesday he will be working the Cantonment market, Dorabjee stores being his starting point. This day he has to visit 40 outlets. Again since it is a local market he will be entitled to local conveyance of Rs. 75 only. The next day he is scheduled to visit Pimpri, and since he has to go to a market outside his head quarter he is allowed train fare of Rs. 80 which is over and above his local conveyance of Rs. 75. This process goes on and whenever his visit may involve a night stay outside his head quarters, like in the instance of his visiting Lonavala on Friday he will be allowed to charge night allowance as in this case, an amount of Rs. 250. Fri Lonav ala statio n shyam trdrs kamat 25 Lonav ala 75 80 250 405 Sat Khopo li main mkt ram stores star trdrs 20 back to Pune 75 140 215 Sun Mon Tue Wed Thu Fri Sat Sun Upto 4 Weeks 101
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SALES FORCE EVALUATION This detailed coverage plan helps in not only having a fixed schedule of field coverage, but is also helpful in controlling the sales man’s actual travelling. Since this plan can be made a regular coverage guide, one can call it a Permanent Journey Plan – or a PJP in short. Some FMCG (Fast Moving Consumer Goods) companies divide a year into 13 equal journey cycles – JC of 4 weeks duration each. This has the distinct advantage of lending equal periodicity to the plan period because a 4 week period repeats 13 times a year with a fixed periodicity whereas if we divide the cycles on the basis of months, there are months having varying number of days between 28 and 31, with one having 29 days every 4th year.
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