Marketing & Sales

Key Account Management Strategy

Toronto
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Strategic Sales Planning & Territory Management

Introduction

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. Comprehend the methods of effective territory management and strategic selling. Revise sales strategies and provide proper sales training for sales force

How you will benefit

  • 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.
  • Comprehend the methods of effective territory management and strategic selling.
  • Revise sales strategies and provide proper sales training for sales force

Who should attend

 RBNC designed this program for Regional & Area Sales Managers (RSM & ASM) and Sales Supervisors

What you will cover

Module 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

Module 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

Module 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

Module 4: Sales Force Structure and Organization

  • Generalist and Specialist Sales Forces
  • Dividing the Sales Force
  • Planning Main Sales Training Seminar

Module 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
Study Time

This practical training program is designed with:

8 hours training - 1 day

Schedule

Ho Chi Minh
1,800 $
27 Jul 2021

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