TARGETED TERRITORY SELLING

Duration
1 day Training
For Who
Sellers who cover an assigned territory of accounts
Format
Blended Instructor-led training & e-learning (other options available)
Languages
Instructor-led training in 20 languages and e-learning in 7 Languages
TARGETED TERRITORY SELLING

A program that enables sellers to segment their accounts efficiently by sales potential and level of relationship, prioritize coverage on their most lucrative accounts, and develop effective business development plans for the entire territory.

what sales PROFESSIONALS learn:
  • How to determine the number and types of opportunities required to achieve sales goals
  • A technique to segment accounts in the territory according to objective qualification criteria
  • Ways to identify the most promising accounts for business development
  • How to develop a territory coverage strategy for all accounts in the territory
  • A planning approach for maximizing the results in the territory
key business outcomes:
  • Higher level of sales productivity
  • Increased sales from both new and existing customers
  • Lower cost of sales and improved profitability
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