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Implementing Field-Force Effectiveness Course

By: Tom Associates Training  

Lagos State, Nigeria

17 - 19 Jul, 2019  3 days

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NGN 125,000

Venue: 5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos.

This Implementing Field-Force Effectiveness Course will discuss the following:

Course Contents

Day One

The Sales Force Business Needs

  • Sales effectiveness plans
  • Strategies to focus the sales force efforts
  • Brands promotional plans

Sales performance metrics

  • Inputs for sales targeting strategies.
  • Sales Data, Planning and Analysis Tools
  • Modelling
  • scenarios in Excel
  • Correlation
  • Regression
  • Tracking Effectiveness.

Day Two

  • Territory Delineation
  • Identify key areas of opportunity
  • Identify key areas of challenge
  • Territory level incentive plans

Managing the Territory

  • Territory sales quotas plans
  • Territory time
  • Sales budget management
  • Sales activity analysis
  • Sales resource utilization effectiveness
  • Evaluation the performance:
  • Comparing actual against Budgeted Sales
  • Market Share and Performance Index
  • Average revenue per call
  • Sales Call analysis
  • Market Intelligence reporting

Day Three

Selling Skills Effectiveness

  • Identify key drivers of sales performance
  • Constancy of Field Sales Conferences and Training:
  • Product knowledge
  • Selling skills
  • Sales planning
  • Planning follow-up
  • Customer targeting
  • Personal attitude
  • Building relationship
  • Tracking of Success.
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Jul 17 - 19 Jul, 2019

Registration: 08:30:am - 09:00:am

Class Session: 09:30:am - 04:00:am

NGN 125,000.00(VAT Inclusive)
(Convert Currency)

Mr Abiodun Toki 08033019120

3 – 4 Candidates: 5%; 5 or more Candidates: 10%.
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