HOW TO PROFILE AND MANAGE YOUR SALES TERRITORY FOR PROFITABILITY

Tickets
From ₦ 145,125.00 to ₦ 220,375.00
× Tickets
Live-Online Training:
₦ 145,125.00 145125.0 NGN
Classroom Training:
₦ 220,375.00 220375.0 NGN

Live-Online Training: N 145,125
Classroom Training: N 220,375
3 - 4 participants: 5% discount
5 or more participants: 10% discount

(Available also for Customised Training by Duration, Venue & Fee)

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 Regency-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. 
Date & Time
Wednesday
August 28, 2024
Start - 8:30 AM
Friday
August 30, 2024
End - 3:00 PM Africa/Lagos
Location

Tom Associates Training

5/7, Alade Lawal Street, Opposite Anthony Police Station, Off Ikorodu Road, Anthony Village,
NG-LA
Nigeria
+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com
Get the direction
Organizer

Tom Associates Training

+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225
tomassociatestraining@yahoo.com | info@tomassociatesng.com