Strategic Sales Planning and Territory Management
| Start Date: |
22 Sep 2024 |
| End Date: |
26 Sep 2024 |
| Duration: |
5 |
| Fees: |
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| Country: |
Kuala Lumpur / Malaysia
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| Category: |
Public Relations and Customer Service
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Details: |
Program Objectives:
By the end of the program, participants will be able to:
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Analyze the process of sales planning and territory management.
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Practice the effective ways of setting goals, developing sales activities and managing time effectively.
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Use relevant tools for route structuring and territory management.
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Apply the methods of effective territory management and strategic selling.
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Revise sales strategies and provide proper sales training
for
sales force.
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Successfully choose, target and manage a territory, maximizing growth and profit.
Program Outline:
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Overall Planning Process
- Overview of Sales Management
- Activities Involved in Implementing a Sales Program
- Evaluation and Control of Sales Force Performance
- Supervisor Sales Training Program
Management of Self
- Time Management Techniques for Sales Professionals
- Sales People Time Analysis
- Managing Your Time for Better Sales Results
- Corporate Training for Better Account Management
Territory Management
- Generating New Accounts
- Computing the Cost per Call and Number of Calls Needed to Close a Sale
- ABC Account Classification and the Portfolio Model
- Designing Sales Territories Using Build-up and Breakdown Method
- Routing Patterns
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Sales Force Structure and Organization
- Generalist and Specialist Sales Forces
- Dividing the Sales Force
Strategic Selling
- Buying Influences and Red Flags Identification
- Working the Sales Funnel
- How Sales People Think, Feel and Behave
- Establishing Control Systems
- Major Account Sales Strategy
- Discover their Sales Strengths
- Proactive Sales Management
- Advanced Selling Strategies
- Secrets of Great Sales Management
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