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Virtual Training on How to Profile and Manage your Sales Territory for Productivity

By: Tom Associates Training  

Lagos State, Nigeria

24 - 26 Nov, 2021  3 days

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NGN 123,625

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 Nov 24 - 26 Nov, 2021

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

Class Session: 09:00:am - 02:30:am

NGN 123,625.00(VAT Inclusive)
(Convert Currency)

Mr Abiodun Toki 08033019120

3 – 4 participants: 5% discount 5 or more participants: 10% discount

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