Training program Sales Planning and Territory Management

 

Duration:              2 days

Timing:                  9.00 a.m. -  5.00 p.m.

 

 

Objectives:

After the course the participants will be able to: 

·       Demonstrate Basic Selling abilities:

§  Position the product versus key competitors

§  Prepare for the call

§  Explain the importance of product knowledge (including competition) and customer knowledge

§  Connect, build rapport early on

§  Encourage the customer to speak freely

§  Ask questions to understand the situation, elicit problems, position their products versus competition and current practices

§  Show the benefits of their solutions effectively

§  Handle customer attitudes

·          Apply Territory Management techniques:

§  Explain the importance of proper documentation, CRM etc.

§  Manage their time and territory

§  Apply (Strategic) Account Analysis and Management techniques

 

Indicative program:

·          Introduction

Review

·          Positioning versus competition and proof sources available

·          Preparation

·          Opening the call

·          Situation Analysis and Needs development

·          Explaining the benefits

·          Specific objections and how to handle them

·          Closing

Training

·          Time and Territory Management

·          (Strategic) Account Management

·          CRM systems

·          Activity Management

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