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European Quality training provides a training course in

Course: Strategic Sales Planning and Territory Management

Courses id
356
City
Marrakech
Start Date
2018-12-23
End Date
2018-12-27
Price
3950$
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Objectives:

By the end of the conference , 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.

 

 

This Program is designed for:

All sales managers, supervisors, key account sales people and other senior sales staff. This program is worth 25 NASBA CPEs.

 

 

 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


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