Territory Management ~ Developing Business Acumen and Industry Knowledge
Module Description
The 4 C's (Company, Competitors, Customer and Consumer) analysis attempts
to envision the future environment of the Canadian market over the next
3 to 5 years. The goal of this course and exercise is to identify the major
capabilities Sales personnel must maintain and develop in order to meet
and exceed their organization's desired sales objectives and revenue results.
As the CEO of their territory, the next step is to take this information
and determine the best way to approach and organize time and resources to
maximize their business results. Participants will be introduced to the
fundamental analysis required to maximize the sales volume of their territory.
Development of their own territory plans will be completed and presented
.
Prerequisite
Content
- The 4 C's of sales potential analysis
- Strategies to segment customers by business potential
- Identifying competitive advantages
- Territory volume gap analysis
- Planning strategies for filling volume gaps
- Spend payout analysis
Objectives
Knowledge assessment
- Outline the 4 C's of industry dynamics and competitive
advantage
- Document plan to maximize sales
- Create working plan territory management including resource
allocation
- Identify current and future effort for effective sales
Evaluation
- Assignment appraisal
- 'Ride along' skill appraisal
Learning Resources
- Text excerpts
- On-line articles
- Audio information
- Video clips
- Exercise sheets
- On-line and print visuals
Instructional Modalities
- Extensive practice sessions
- Guided learning
- Independent learning
- Presentations
- Skill demonstrations
- Large group discussion
- Small group discussion
- Instructor- learner
interaction
- Reflective exercises
- Role plays
- Case studies
- Workshops
- Online material presentation
- Online discussion
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