Nanjing Atlas Copco Implementation Of Regional Management Case Studies

As an important component of market management and research, territory management segments the market to which enterprises are exposed into appropriate territories according to certain standards. It also analyzes all the territories' marketing environment, situation of relevant industries, conditions of clients and competitive power, and then study and assess every existing and prospective client in each territory, and identify their sales potential, thereby allocating resources rationally between different clients, mapping out related sales plans with specific targets, and finding out the optimal method and means to achieve marketing objectives.The process of territory management is just the process of collecting and accumulating historical sales data, clients' information and relevant market data. All the information is not only the achievement of territory management, but also the foundation and critical basis for companies to make market decisions.This article introduced the concept and implementation steps of territory management in brief, and described actual procedures of the management in Nanjing Atlas Copco Construction Machinery Ltd, where the author is working. To take full advantage of corporate data collected in territory management and give full play to their value, the author also adopted some management accounting tools in this article to probe into these data more deeply. For example, the author adopted the multivariable linear regression method to forecast sales and the principal component analysis method to assess territory market, etc.