sales territory management

Sales Manager’s Masterclass Three
Territory Management and Sales Forecasting
 To manage effectively, the sales manager must manage to a quantifiable standard. One of the keys to sales management success is knowing where your customers are located and being able to forecast how they will buy. In forecasting where sales are to be found the sales manager is required to organise the sales force for optimum effectiveness through good organisation principles and territory management

You will learn:

•      To estimate market potential
•      To understand forecasting
•      The guiding principle underlying all
       sales organisations
•      Strategic accounts management programme
•      The advantages of sales territories
•      How to design sales territories
•      Effective steps for generating new accounts
•      How to measure results
•      Increasing Sales Force Efficiency

9: 00 –10: 30 am Session One
Why Forecast
Estimating Market Potential
Qualitive v Quantitive Foresating
10 45 - 12:00 Noon Session Two
Forecasting Case Study
Setting Sales Targets
Increasing Sales Force Effiency
 

12:10 - 1.15 pm Session Three
Strategic Account Competencies
2:00 – 3: 15 pm Session Four
Why use Territories?
Territory Design
Territory ManagementTerritory Design Procedures
3:30– 5: 15 pm Session Five
Case Studies

 Contact SalesXcellence in UK
 on Freephone 0800 328 0702

sales territory management