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MAR APPLICATIONS

(I).  Determine market and revenue potential by sales territory.

 

(II).  Determine market penetrationby sales territory.

*Sales reports can be misleading. Some territories may have more sales simply becauuse they have more market potential.

 

(III).  Compare market potental and thus revenue potential by sales territory.

 

(IV).  Establish sales quotas for each sales territory by respective markket potential.

 

(V).  Establish marketing budgets for each sales teritory by respective market potential

 

(VI).  Adjust geographic arrangements of territories relative to market potential.

 

(VII).  Forecast sales potential by territory.

 

(VIII).  Segment prospect quality by territory.

 

**Note: Having more prospects is not always an indicator of greater sales. Some territories may have more total prospects but very few have top quality prospects.