Nigerian Seminars and Trainings

Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World

business logo

How To Profile and Manage your Sales Territory for Productivity

By: Tom Associates Training  

Lagos State, Nigeria

14 - 16 Sep, 2020  3 days

Follow Event

  

NGN 130,000

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

Course Contents

Day One

Attractiveness of Technical Value Factors

  • Comparative size of the company
  • Company's Product-Market Fit
  • Volume of business - Actual and Potential
  • How this business may grow
  • Profitability potentials
  • Degree of competition faced
  • Cross-selling and Up-selling potentials
  • Customers credit worthiness and ability-to-pay.

Attractiveness of Personal Value Factors

  • Degree of difficulty in getting business in the Territory
  • Amount of elapsed time expected to getting business
  • The interpersonal relationships required.

Plans and Assessments

  • Mining the Territory
  • List of Key Accounts
  • New prospects
  • The short-term (3 months)
  • The medium-term (next 12 months)
  • The long-term (next 24 months)
  • Current relationships
  • Competitiveness.

Day Two

Territory Activities Management

  • Territory delineation
  • Territory sales quota plans
  • Route planning
  • Territory time management
  • The Selling Process
  • Merchandising
  • Sales budget management
  • Adding new prospects and deleting “dogs”.

Day Three

Evaluation of the Performance

  • Sales resource utilization effectiveness
  • Sales activity analysis
  • Clarify the Key Accounts
  • Identify areas of opportunity and challenge
  • Territory's Recency-Frequency-Product Mix (RFP) formula
  • Comparing Actual against Budgeted Sales
  • Market Share and Performance Index
  • Sales Call Analysis - average revenue per call
  • Market Intelligence reporting.
5/7 Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos Sep 14 - 16 Sep, 2020

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

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

NGN 130,000.00
(Convert Currency)

Mr Abiodun Toki 08033019120

3 – 4 participants: 5% discount 5 or more participants: 10% discount
Related Courses
Inventory, Logistics and Distribution Management Course Inventory, Logistics and Distribution Management Course

3 days, 02 - 04 Nov, 2020 

2020-11-02 12:11:00
Lagos State, Nigeria

Tom Associates Training

Logistics has become a quintessential factor in modern day organisations. This course examines the core issues and skills required to promote production and distribution efficiency, reduce waste and ...

Critical Thinking Skills For Decision Making Course Critical Thinking Skills For Decision Making Course

3 days, 11 - 13 Nov, 2020 

2020-11-11 12:11:00
Lagos State, Nigeria

Tom Associates Training

This programme delivers Problem Solving Techniques, one of the unique competencies all managers, whether budding or experienced, must possess. The ability of a manager to solve problems will be ...

Implementing Field-Force Effectiveness Course Implementing Field-Force Effectiveness Course

3 days, 26 - 28 Oct, 2020 

2020-10-26 12:10:00
Lagos State, Nigeria

Tom Associates Training

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 ...

Investment Analysis and Portfolio Management Course Investment Analysis and Portfolio Management Course

4 days, 08 - 11 Dec, 2020 

2020-12-08 12:12:00
Lagos State, Nigeria

Tom Associates Training

This course is tailored in a step by step approach aimed at equipping candidates to understand how to analyse any investment and make proper investment decision. The program will cover various ...