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Marketing & Sales Management

Strategic Sales Planning and Territory Management


Introduction:

Well designed and managed sales territories allow firms to maximize sales force capacity, provide a foundation for other sales performance management activities (including incentive compensation and quota design), and have a host of other benefits to sales forces. This course reviews territory management principles, while focusing on the essential analytical frameworks and practices associated with sound territory design.

Targeted Groups:

  • Sales Managers
  • Sales Supervisors
  • Key Account Managers
  • Salespeople and other senior sales staff

Course Objectives:

At the end of this course the 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 salesforce.
  • Successfully choose, target, and manage a territory, maximizing growth and profit.

Targeted Competencies:

  • Sales performance management
  • Sales planning
  • Strategic thinking
  • Self-management
  •  Analytical foundations important to territory management
  • Strategic selling skills

Course Content:

Unit 1: 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

Unit 2: 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

Unit 3: 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

Unit 4: SalesForce Structure and Organization:

  • Generalist and Specialist Sales Forces
  • Dividing the Salesforce

Unit 5: 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


UAE (Dubai)
25/4/2021 - 29/4/2021
Euro 2500
UAE (Dubai)
26/12/2021 - 30/12/2021
Euro 2500
UAE (Dubai)
11/7/2021 - 15/7/2021
Euro 2500
Egypt (Cairo)
21/11/2021 - 25/11/2021
Euro 2500
Egypt (Cairo)
29/8/2021 - 2/9/2021
Euro 2500
Egypt (Cairo)
11/4/2021 - 15/4/2021
Euro 2500
Morocco (Casablanca)
17/10/2021 - 21/10/2021
Euro 2500
Jordan (Amman)
4/7/2021 - 8/7/2021
Euro 2500
Jordan (Amman)
28/11/2021 - 2/12/2021
Euro 2500
UK (London)
26/4/2021 - 30/4/2021
Euro 4500
UK (London)
5/7/2021 - 9/7/2021
Euro 4500
UK (London)
20/12/2021 - 24/12/2021
Euro 4500
Egypt (Sharm El-Sheikh)
25/7/2021 - 29/7/2021
Euro 2500
Malaysia (Kuala Lumpur)
11/4/2021 - 15/4/2021
Euro 3500
Malaysia (Kuala Lumpur)
22/8/2021 - 26/8/2021
Euro 3500
Malaysia (Kuala Lumpur)
21/11/2021 - 25/11/2021
Euro 3500
Turkey (Istanbul)
31/10/2021 - 4/11/2021
Euro 3000
Turkey (Istanbul)
21/3/2021 - 25/3/2021
Euro 3000
Turkey (Istanbul)
12/9/2021 - 16/9/2021
Euro 3000
Turkey (Istanbul)
13/6/2021 - 17/6/2021
Euro 3000
France (Paris)
19/4/2021 - 23/4/2021
Euro 4500
France (Paris)
25/10/2021 - 29/10/2021
Euro 4500
Switzerland (Geneva)
22/11/2021 - 26/11/2021
Euro 4500
Spain (Barcelona)
5/4/2021 - 9/4/2021
Euro 4500
Spain (Barcelona)
13/12/2021 - 17/12/2021
Euro 4500
Spain (Barcelona)
28/6/2021 - 2/7/2021
Euro 4500
Italy (Rome)
25/10/2021 - 29/10/2021
Euro 4500
Italy (Rome)
19/4/2021 - 23/4/2021
Euro 4500
Manama (Bahrain)
23/5/2021 - 27/5/2021
Euro 2500
Manama (Bahrain)
24/10/2021 - 28/10/2021
Euro 2500
Oman(Muscat)
25/4/2021 - 29/4/2021
Euro 2500
Kuwait (Kuwait)
28/11/2021 - 2/12/2021
Euro 2500
Spain (madrid)
6/12/2021 - 10/12/2021
Euro 4500
Spain (madrid)
3/5/2021 - 7/5/2021
Euro 4500
Singapore (Singapore)
29/3/2021 - 2/4/2021
Euro 4500
USA (Boston)
20/9/2021 - 24/9/2021
Euro 5000
Netherlands (Amsterdam)
26/4/2021 - 30/4/2021
Euro 4500
Netherlands (Amsterdam)
25/10/2021 - 29/10/2021
Euro 4500
Germany (Munich)
24/5/2021 - 28/5/2021
Euro 4500
Online
26/9/2021 - 30/9/2021
Euro 1250
Online
17/10/2021 - 21/10/2021
Euro 1250
Online
23/5/2021 - 27/5/2021
Euro 1250