Marketing - Selling - Negotiation
SALES TERRITORY MANAGEMENT AND TIME MANAGEMENT
OF THE SALES FORCE

WHO SHOULD ATTEND
Sales managers and salespeople who are responsible for effectively managing their sales territory.

OBJECTIVES
Optimize commercialization in order to develop sales and increase cost effectiveness.

PROGRAM OUTLINE

• Respecting the priorities of marketing plans:
  
  • strategic marketing plan
    
  • operational marketing plan.
    
• Managing the time of the sales force, how to optimize time by:
  
  • prioritizing
    
  • eliminating reasons for wasted time
    
  • rationalizing visits to customers
    
  • rationalizing office work.
    
• Managing the customers of the sales force:
  
  • analyzing current customer accounts
    
  • analyzing and managing prospects
    
  • selecting priority customers
    
  • setting sales goals and customer visit objectives
    
  • animating the commercial action
    
  • monitoring and readjusting.
    
• Commercial plan of action for customers:
  
  • plan of action designed for all customers
    
  • plan of action designed for each individual customer.

   

TEACHING METHOD

• Case studies.
• Self-analysis of the methods used by each participant.

SUPPORT MATERIAL PROVIDED AT END OF TRAINING
Each point discussed is illustrated with an operational tool that can be found in the "Tool Box" at the end of the manual. Day-to-day checklists and monitoring tables which are useful for sales managers are also provided.

DURATION
2 days