TERRITORY MANAGEMENT AND PROSPECTING:

Achieve optimal results from a portfolio of customers, through effective use of processes and tools to analyze, classify and allocate appropriate time and resources to plan call cycles, account development and prospecting activities. The Territory Manager is responsible for a portfolio of accounts, and is an important intermediary between your company and your customers. In addition to selling skills, account management, planning, profiling, territory analysis, prospecting and influencing skills are required to maximize customer relationships.

Who should attend our Territory Management and Prospecting programme:
Territory managers, sales representatives, account managers, sales managers.

What to expect: Participants will:

• Confidently act as the interface between your company and the customer
• Deal with customers based on their current and potential value to your company
• Proactively arrange their time and territory to achieve optimum face to face selling opportunities
• Plan and implement account development activities to achieve their sales plan objectives
• Target new business from new contacts within existing customers, and new customers, to achieve new business targets

Immediate benefits of our Territory Management and Prospecting programme:

• Personal responsibility for territory planning and activities
• Effective time allocation based on customer current worth and lifetime value
• Call frequency and call objectives established for every customer
• Prospecting is scheduled and done
• Account development supplements account maintenance
• Selling opportunities increase

Course format:
1-day workshop

Course tools:
Participants receive a comprehensive Learning Guide.

If you are interested in knowing more about our Territory Management and Prospecting programme or any other Priority Management Programme and where a workshop is available in your area Contact Us