Strategic selling methods.

Total iPhone sales
Total iPhone sales (Photo credit: Wikipedia)
Sales Planning and Territory Management
Strategic Sales Training Course in Dubai By Meirc May 27 - 31, 2012


Program Objectives:
By the end of the program, participants will be able to:
  • Analyze the process of sales planning and territory management.
  • Practice effective ways of setting goals, developing sales activities and managing time.
  • Use relevant tools for route structuring and territory management.
  • Apply effective territory management and strategic selling methods.
  • Revise sales strategies and provide proper sales training for sales force.
  • Successfully choose, target and manage a territory, maximizing growth and profit.
This program is designed for:
All sales managers, supervisors, key account sales people and other senior sales staff.
This program is worth 25 NASBA CPEs.



Sales Planning Process
  • Setting SMART Objectives
  • Developing a Sales Plan to Achieve Objectives
  • Scheduling of Activities
  • Monitoring and Evaluation of Sales Activities
Management of Self and Time
  • Time Management Techniques for Sales Professionals
  • Sales People Time Analysis
  • Managing your Time for Better Sales Results
  • Follow up and Paper Work
  • Dealing with Time Wasters
  • Setting Monthly and Daily Priorities
  • Daily Sales Planner
  • Salesman Journey Plan
Targeting Attractive Accounts
Territory Management
  • Generating New Accounts
  • Managing Existing 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
Basic Routing Pattern
  • Route Structuring and Management
Sales Force Structure and Organization
  • Generalist and Specialist Sales Forces
  • Dividing the Sales Force
Professional Behaviour
  • How Sales People Think, Feel and Behave
  • Sales People Non Verbal Behavior
  • Building Self Confidence
  • Assertive Behaviour
  • Controlling your Nervousness
  • Dealing with Difficult Customers
  • Relationship with Competition
  • Secrets of Great Sales Management
  • Stress Management
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