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Implementing Field-Force Effectiveness

By: Tom Associates Training  

Lagos State, Nigeria

02 - 04 Nov, 2022  3 days

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NGN 155,000

Venue: 5/7, Alade Lawal Street, Off Ikorodu Road, Anthony Village, 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

    • Modeling

    • 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 & Training: 

      • Product knowledge

      • Selling skills

      • Sales planning

      • Planning follow-up

      • Customer targeting

      • Personal attitude

      • Building relationship

  • Tracking of Success.

Note: Available as Classroom Training as Well as Online Training

5/7, Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos. Nov 02 - 04 Nov, 2022

Registration: 08:30:am - 03:30:am

NGN 155,000.00(VAT Inclusive)
(Convert Currency)

MR ABIODUN TOKI 08033019120

LIVE-ONLINE: N135,000 CLASSROOM: N155,000 3 – 4 participants: 5% discount 5 or more participants: 10% discount

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