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

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.

All sales managers, supervisors, key account sales people and other senior sales staff.

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

A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation

This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.

Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session