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Strategic Sales Planning and Territory Management

Sales, Marketing and Customer Service

Offered on Demand
Duration: 3 Days 9 AM - 5 PM

Workshop Description

Strategic Sales Planning and Territory Management

How can you prevent territory conflict between your sales team members? How do you divide your sales territory efficiently? How can you guarantee that it is properly managed and that your business` best customers are satisfied? What will you lose if you failed in strategically planning for sales? What will you gain if your clients base increased and sales revenues maximized?



This workshop`s objectives are 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.
  • Comprehend the methods of effective territory management and strategic selling.
  • Revise sales strategies and provide proper sales training for sales force.
Designed for

Salesmen, product managers, sales managers, senior managers, sales representatives.

What you will learn

By the end of this workshop you will be able to:

  • Differentiate selling from non-selling activities
  • Determine work load factors related to the golden hours of selling
  • Identify and classify accounts and prospects by sales potential
  • Travel the territory in the most time efficient manner
  • Set call priorities and frequencies
  • Understand how to use a time management system
  • Plan and construct annual account/prospect call schedule
Follow On Programs:

Consultative Relationship Selling: Hallmark 7

Discover How to Increase Sales

Financial Expertise for the Aggressive Professional Module A (FFNFM)

Consumer Psychology (The Key to Retail Management & Merchandising):  Hallmark 5

Sales Team Management: Hallmark 6


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