• Analyze the process of sales planning and territory management.
• Practice effective ways of setting goals, developing sales activities and managing time.
• Use relevant tools for route structuring and territory management.
• Apply effective territory management and strategic selling methods.
• Revise sales strategies and provide proper sales training for sales force.
• Successfully choose, target and manage a territory, maximizing growth and profit.

Sales Planning Process

• Setting SMART Objectives
  
• Developing a Sales Plan to Achieve Objectives
• Scheduling of Activities
• Monitoring and Evaluation of Sales Activities

Management of Self and Time

• Time Management Techniques for Sales Professionals
  
• Sales People Time Analysis
• Managing your Time for Better Sales Results
• Follow up and Paper Work
• Dealing with Time Wasters
• Setting Monthly and Daily Priorities
• Daily Sales Planner
• Salesman Journey Plan

Targeting Attractive Accounts

• Competitive Analysis
  
• Attractiveness Analysis
• Capability Analysis
• Account Selection Matrix

Territory Management

• Generating New Accounts
  
• Managing Existing Accounts
• Computing the Cost per Call and Number of Calls Needed to Close a Sale
• ABC Account Classification and the Portfolio Model
• Designing Sales Territories Using Build-Up and Breakdown Method
• Basic Routing Pattern
• Route Structuring and Management

Sales Force Structure and Organization

• Generalist and Specialist Sales Forces
  
• Dividing the Sales Force

Professional Behaviour

• How Sales People Think, Feel and Behave
  
• Sales People Non Verbal Behavior
• Building Self Confidence
• Assertive Behaviour
• Controlling your Nervousness
• Dealing with Difficult Customers
• Relationship with Competition
• Secrets of Great Sales Management
• Stress Management

Sales representatives, account executives, sales managers and all professionals with customer or sales territory management responsibilities