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Effective Sales and Territory Management

Objective:

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



Duration:  2 - 3 Days



Programme contents:

1   What is Sales Management?
2   Objectives of sales Management
3   Roles and Responsibility of a Branch Manager / Territory Manager
3.1 Planning
bullet Marketing analysis / Sales Forecasting
bullet Sales Plan/ Sales Budget
bullet Setting Sales Objectives
bullet Sales Plan/ Policy/ Budget Approval
bullet Designing Sales Strategy
bullet Role play

3.2 Implementation of Sales Plan
bullet Sales Quotas
bullet Promotional Activity
bullet Territory Management
bullet Managing Sales Force
bullet Order Processing
bullet Customer Relationship Management (CRM)
bullet Channel Management/ Distribution Management
bullet Monitoring & Review System Sales Management Cycle
4   Knowledge/ Skills Required for a Sales Manager



Methodology:

  Presentations
  Video films
  Experience sharing
  Syndicate discussions
  � Case studies/ Situational Exercise
  Presentation by team members
  Role play

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