Territory Management
Territory Management - Course Outline
Territory management often means you are being pulled in several directions - making presentations, arranging calls, following up with proposals, visiting new customers and keeping in contact with key accounts. This territory management training course focuses on the practical skills required in order to plan your time more successfully, enabling you to maximise sales within your territory. A range of practical exercises and discussion forums are used to ensure that on return to the work place delegates can apply their skills with confidence.
Course Objectives
Control and improve your sales performance with better planning and prioritising.
Balance the urgent with the important - delivering the short term as well as medium term sales opportunities.
Organise your diary and travel in order to save time.
Get more out of meetings - set clear objectives for what you need to achieve by when.
Keep on top of the paperwork.
Focus on the activities that drive sales growth.
Course Designed For
Sales executives and managers looking to increase their sales through better organisation and increased productivity.
Course Content
Plan Your Territory
Prioritising your prospects - allocating time in relation to return
Organising your meetings to reduce travel
Prioritising skillfully
Developing your existing customers and finding new prospects within your territory
Plan Your Time
Understanding the major time consumers - be effective rather than busy
Planning how to meet targets
Dealing with interruptions
Allocating time to organise and manage your paperwork - before it takes over
Set and Achieve Milestones
Responding to the customer within agreed time frames
Creating a sense of urgency
Contingency planning
Meetings that Deliver Results
Agree the purpose of the meeting
Clarifying the customer's expectations and available time
Successfully closing the meeting
The Important and the Urgent - Managed
Keeping focused on the important - it's what drives your sales
Minimising the urgent - it becomes a time consumer
Personal Development
Creating an action plan
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