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Routing and Scheduling

Routing is a travel plan used by salespeople to efficiently visit customers in their territory. It involves identifying and classifying customers, and establishing routes to minimize backtracking and travel time while maximizing territory coverage. While routing improves efficiency, it can reduce salesperson flexibility. There are three basic routing patterns: straight-line, cloverleaf, and major-city patterns. Scheduling refers to setting fixed times for customer visits to further optimize routing plans.

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601 views5 pages

Routing and Scheduling

Routing is a travel plan used by salespeople to efficiently visit customers in their territory. It involves identifying and classifying customers, and establishing routes to minimize backtracking and travel time while maximizing territory coverage. While routing improves efficiency, it can reduce salesperson flexibility. There are three basic routing patterns: straight-line, cloverleaf, and major-city patterns. Scheduling refers to setting fixed times for customer visits to further optimize routing plans.

Uploaded by

drbrijmohan
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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ROUTIN

G
• 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 customers on a territory
map.
• Classification of Customers in to High
,Medium &Low Sales Potential.
• Reduction in travel time and cost by
excluding backtracking and criss-crossing by
sales people in their territory.
• Improvement in territory coverage.
• Sales people reduce their travel time and
increase selling time.
DISADVANTAGE OF ROUTING:
• Routing reduces the salespeople’s flexibility
and initiative.
THREE BASIC ROUTING PATTERNS

S t r a ig h t - L in e P a t t e r n
F ir s t C a ll
B ase c
c c c c W o rk B ack

C lo v e r le a f P a t t e r n c M a jo r - C it y P a t t e r n
c c

2 3
c c
c c c c
1
c B ase c
5 4
c c c c
c c c c

c c
1 - D o w n to w n
c
E ach L eaf O u t an d
B ack Sam e D ay
Schedulin
• Scheduling refers to establishing a fixed time
g will be at a customer’s place
when the salesperson
of business.
• It is planning a salesperson’s specific time of
visits to customers
• strict formal route designs enable the salesperson
to:
1.Improve territorial coverage 2.Minimize time
wastage
3.Establish communication between management
and the sales force in terms of the location and
activities of individual salespeople.
Industry
Challenges
• Sales-Reps spending too much time driving
instead of with potential customers
• Overlapping territories
• Efficiently plan visitations with multiple
frequencies that span across weeks and
months
• Planning for multiple territorial sales-
reps with varying Route Start/End locations and
Time Windows

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