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 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
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