Strategic Sales Planning and Territory Management

Start Date: 22 Sep 2024
End Date: 26 Sep 2024
Duration: 5
Fees:
Country: Kuala Lumpur / Malaysia
Category: Public Relations and Customer Service
Details:

Program Objectives:

By the end of the program, participants will be able to:

  • Analyze the process of sales planning and territory management.
  • Practice the effective ways of setting goals, developing sales activities and managing time effectively.
  • Use relevant tools for route structuring and territory management.
  • Apply the methods of effective territory management and strategic selling.
  • Revise sales strategies and provide proper sales training for sales force.
  • Successfully choose, target and manage a territory, maximizing growth and profit.

 

Program Outline:

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
  

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

The Kuwait Institute For Career Development