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Territory
Duration of the course / workshop
Duration of the course / workshop
2 Days (16 hours)
Program Overview
Program Overview
The best way to succeed in today’s fierce competitive market place is to win at every location (Retail outlet) that has been identified as the smallest manageable unit. A territory cluster portrays the picture of countrywide field sales operation that determines the success of your organization. The participants will be taken through the process of developing a Territory Strategy document (Territory Operations Plan) from which they will be able to assess their current market coverage, identify gap areas (Internal and External), and develop a comprehensive operational plan to harness the maximum market potential.
This practical two days’ workshop will build a perspective from concept to operational needs in field management to effectively win at every point of purchase and achieve the competitive advantage by better retail coverage through a logical mapping and sequencing of outlets.
Why should student/ professional will do this course ?
Why should student/ professional will do this course ?
Do you feel that you need to develop effective plans for managing a sales territory & identify target customers, analyze market trends, and develop sales strategies that can help you to achieve your sales goals?
Are you working on optimizing resource allocation by allocate resources such as time, budget, and personnel effectively to maximize sales and revenue?
Are you not good in building relationships with customers, understand their needs, and provide them with the right solutions?
Target Audience
Target Audience
Who works in Sales
Business development Manager
Entureprenures
Small business owners who wants to expand their customers by optimize their sales performance
Middle Management (Sales)
Supervisory Level (Sales)
Outcomes and benefits
Outcomes and benefits
To understand the role of an order booker in his territory
To create a focus on coverage and productivity
To bring a uniform structure to the sales and delivery system
Gain increased understanding of a specific territory to develop superior strategy and focus
Develop specific plans for the successful short-term and long-term development of a territory
Craft superior partner strategies and relationships
Gain a better understanding of the competitive landscape
Develop prioritized target accounts
Course Outline/content
Course Outline/content
1. Sales Territory Analysis
Territory competition analysis
Territory potential analysis.
Sales Territory SWOT analysis.
SWOT analysis skill practice activity.
2. Customer potential analysis and scoring:
Key customer potential concepts.
What makes a customer “Attractive”?
Collecting information about customer potential.
Calculating real customer potential.
3. Strategic Territory Objective:
Why set goals and objectives?
Setting strategic sales goals for your territory.
Making sure your goals are SMART
4. Territory Routing & Coverage Management:
What are territory routing patterns?
Accumulating effort across your territory.
Blocking your territory.
Using territory routing software.
5. Measure, Evaluate & take corrective action where needed:
Measuring and evaluating performance.
Taking corrective action.
Common sales activity time traps.
Course Charges
Course Charges
Rs. 25000
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