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Strategic Sales Planning and Territory Management

Locations & Dates:

Date: 15 - 19 Oct 2017
Ref: R5026
Location: Jordan (Amman)
Fees: 2500 

MERC Training Center reserves the right to alter dates, content, venue and trainer with a reasonable notice time.
One extra free place for every 2 paid nominees

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.

 

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.

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