Location

Community Services & Continuing Education - Alexandria

Objectives

• The program aims to:• Identify key customer, prospect, and business climate information, along with methods for gathering and managing the data they track for their sales territories.• Consider the importance of annual planning, and devise a plan for working with current customers and fielding prospects. They will also consider ways to check their progress throughout the year. • They will use some guidelines to planning their weekly and daily tasks to meet their big-picture sales goals.• Consider customer rankings and the status of accounts identify and rank prospect potential, and balance their time between customers and prospects as they manage their territories to meet their quota and goals.

Outcomes

By the end of this course, students should be able to:• Act with confidence as the interface between your company and your customer.• Deal with customers based on their current and potential value to your company.• Proactively arrange your time and territory to achieve optimum face-to-face selling opportunities. • Plan and implement account development activities to achieve your sales plan objectives.• Target new business from new contacts within both existing customers and new customers, to achieve new business targets.

Course Contents

• The definition of a sales territory.• The factors to consider when designing sales territories.• How to Manage Time Around Territory Priorities.• How to Develop a Territory Plan.• How AI Programs can help design territories.