Effective Sales and Territory Management

Course 

Effective Sales and Territory Management

Duration

2 Days

Objective

To sharpen the knowledge and skills of the managers on the concept and practice of Sales and Territory management
Programme contents:

  • ¬†What is Sales Management?
  • Objectives of sales Management
  • Roles and Responsibility of a Branch Manager / Territory Manager3.1 Planning
    Marketing analysis / Sales Forecasting
    Sales Plan/ Sales Budget
    Setting Sales Objectives
    Sales Plan/ Policy/ Budget Approval
    Designing Sales Strategy
    Role play

    3.2 Implementation of Sales Plan
    Sales Quotas
    Promotional Activity
    Territory Management
    Managing Sales Force
    Order Processing
    Customer Relationship Management (CRM)
    Channel Management/ Distribution Management
    Monitoring & Review System Sales Management Cycle

    Knowledge/ Skills Required for a Sales Manager

Methodology:

  • Presentation cum Discussion
  • Experiential learning and sharing
  • Exercises and Practice Session by the team members including demonstration by the facilitator
  • Case Study and Group work
  • Video Film