Territory Planning And Management
Managing resources for greater sales
Course Information View: Switch to Calendar View or Register for this course
Benefits
- Classify and manage customer segments
- Formulate and implement an effective annual plan
- Create plans for major account growth
- Allocate financial and staff resources against achievable targets
Contents
- Benchmarking sales activities
- Customer profiling and account development
- Territory Management
- Sales reporting
- Relationship management
- Delegation
- Time management
- Prospecting
- Visit objectives
- Networking
- Sales tools
Secondary program for the David Forman Diploma in Professional Selling
Set and manage sales objectives for maximum efficiency and results. Develop the customer base through effective planning, account development and prospecting.
"The course has given me tools to expand myself as a sales professional: different ways of classifying customers and using my time wisely." Commercial Sales Rep, Holcim Concrete
Learning Outcomes
Develop goals and implement plans for achieving growth in major accounts
Monitor sales activities against company averages
Manage the territory more efficiently, through better classification of customers
More profitably manage the customer base through effective use of their customer relationship management systems
Concentrate resources and time against the best opportunities for revenue growth
Increase customer contacts per day and reduce visit costs
Minimize sales administration and increase communication across the sales team
Use technology to save time and money
Agenda
Over the two-days, you'll cover:
Managing yourself
Take control of your most important tasks and choose which customers you should talk to
Get the most out of each day
Managing your activities
- Important versus Urgent
- Dealing with time wasters
- Building personal activity plans
Develop a call plan
- Which customers to call on
- How to classify customers
- How often should you call?
Control your territory
- Building a territory plan
- Territory Management
- Working with potential customers
Managing your approach
Select the right sales approach for your differing customers
Different approaches for different relationships
- Transactional selling
- Consultative selling
- Partnership selling
Working with customers
- Analysing customers
- Understanding your role
- Progressing relationships
- Working around competitors
Managing relationships
Focus on the right customers and build ongoing relationships
Work with major accounts
- Developing accounts
- Setting account goals
- Creating account plans
- Building customer profiles
- Reviewing the relationship
Plan for success
- Knowing your customers’ business
- Understanding what they do
- Learning what they want to do
- Offering more than competitors
- Keeping organised
Understand different types of buyers
- Financial buyers
- Technical buyers
- User buyers
- Other decision influencers
Develop better sales proposals
- Proposals versus reports
- Using persuasion
- Offering solutions
Understanding different proposal types
