STRATEGIC SELLING AND SALES TERRITORY MANAGEMENT

Course Objectives

By the end of the course, participants will be able to:

• Define the functions of strategic selling and their importance for the commercial organization
• Identify and prioritize key accounts to measure their profitability and qualify their strategic importance for their company
• Classify the different levels of customer relationships to enhance the way they interface with customers
• Develop customer-focused action plans and strategies needed in the development of key accounts
• Build core key account competencies to meet the ever-changing challenges in the market

Course Methodology

The course relies heavily on an interactive approach. Participants will enjoy working with business cases extracted from real-life situations taking them from understanding the situation to finding a solution. The course leverages role-play techniques where participants work and present scenarios related to deal negotiation, building relationships, or problem resolution. Such role-plays foster confidence, analytical thinking, and a teamwork mentality.

Target Competencies
• Characteristics of successful salespeople
• Selling and handling objections skills
• Strategic selling process & purpose
• Communication skills
• Customer service and retention
• Empathic outlook

Module one:

* Understanding Strategic Selling Process & Purpose
* Strategic Marketing & Competitors Analysis
* Defining your Competitive Advantage
* Profile of Strategic Selling Professional
* Communicating Value to Customers
* Developing Your Strategic Selling Muscle
* Route to Market Planning

Module Two:

* Designing your Sales Strategy vs. Tactics
* Six Elements of Strategic Selling
* Key Account Planning & Strategy
* Distribution Channels Development
* Strategic Brand Planning and Management
* Strategic Channel Development & Management
* Personal Effectiveness & Time Management
* Territorial Development and Management

Other Dates

24Jan

29Aug

23Oct

16Nov