THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

13th Sales Territory Management

PROGRAM CONCEPT

The sales territories are the basic building blocks used in the management of a sales force. This program delivers frameworks and actual cases that will guide sales people in cost-effective time and territory management. Activity workshops that direct participants to conduct active adult learning activities on their own follow each topic to enhance the learning process.

PROGRAM OVERVIEW

Module 1: Contentious Issues in Territory Management
· Introductory exercise: how well do you know your territory
· Why companies use territories
· Effective design and alignment of sales territories
· Developing a territory profile to help you understand your territory
· How to develop an effective and efficient territory coverage plan
· Group dynamics
 
Module 2: How to Develop a Territory Plan
· How to analyze your territory’s business potential
· What are the KRAs and drivers of a territory performance
· How to develop plans per KRA
· How to align your company’s objectives with your territory strategy
· How to translate strategies into daily actionable points
· Workshop
 
Module 3: How To Defend Your Position
· When to defend your position
· Defensive strategies to protect your gains in the territory
· Illustrative cases of how companies defended their sales territories
 
Module 4: How to Manage Time Around Territory Priorities
· The daily discipline of a territory sales manager or specialist
· Focusing on key priorities
· How to optimize productivity on a daily basis
· The art and science of delegation

WHO SHOULD ATTEND

Territory Sales representatives and Supervisors are the primary targets of this seminar  

KEY BENEFITS TO PARTICIPANTS

Each participant will learn:  
· Frameworks on how to profile and understand a territory
· Basic steps in developing a territory plan and strategies
· Tools on how to maximize sales time around territory priorities
· Numerous examples of current industry practices that provide participants with the opportunity to consider what is most useful and appropriate for their respective sales territories  

KEY BENEFITS TO THE COMPANY

The company will gain:  
· Better insights on how to manage each sales territory
· Frameworks on developing territory profile which is essential in formulating territory-centric sales strategies · Tools to control sales cost

ABOUT THE TRAINING MASTER 

Emilio Macasaet III 
Partner and Chief Distribution Strategist 

Mr. Emilio C. Macasaet III is the Chairman and CEO of FIELD PARTNERS INC., and partner and chief distribution strategist of MANSMITH & FIELDERS INC. He is the author of the best-selling, Distributor Management, the first ever book on distributor management in the Philippine Market, and the newly launched book, 6 Steps To Effective Key Account Management.He brings with him very extensive and intensive corporate experiences gained from both local and multinational companies like Gillette, Nestle, L'Oreal, Metrolab and RFM Corporation where he was Vice President of Sales & Distribution division. He conducts various sales seminars, consulting, and training programs in most parts of Asia-Pacific and Middle East. He obtained his MBA from Ateneo De Manila University and took his Doctor in Business Administration at De La Salle Graduate School of Business where he was a former MBA professor in Distribution Management. Bong also attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago; and other special programs at Singapore Institute of Management (SIM), Singapore, and Burke Institute, USA. He partly writes a column in Business World newspaper and is currently a professor in marketing management at the Ateneo Graduate School of Business (AGSB).

Best Buy Offer

(If paid until July 11)

Early bird Rate

(If paid from July 12-25)

Regular Rate

(If paid from July 26-August 8)

On-Site Rate

REGISTRATION
Closing Date

12,888.00

+Vat

13,888.00

+Vat

14,888.00

+Vat

15,888.00

+Vat

Deadline : Aug 02, 2017