This 2-day training program aims to ground participants in the fundamental approaches to managing a sales territory around its strategic priorities. The frameworks, templates, and case examples are generously provided for richer learning experience and easier implementation on the field.


1. Sales Territory Fact Book (template in both hard and soft copies)

2. Sales Territory Planning Process Framework

3. Sales Coverage Planning Template

4. Personal Time Management Approaches

Module 1: Introduction  
1. How well do you know your territory?
2. Why companies use territories
3. The sales territory designs
4. Understanding your job functions

Module 2: How to Develop a Territory Plan
1. The 2-stage Territory Planning Process
2. Developing a territory profile to help you analyze your territory’s business potential.
3. What are the sales drivers of a territory performance?
4. How to align your company’s objectives with your territory strategy.
5. How to translate strategies into daily actionable steps.
6. How to develop a sales coverage plan.
7. Structured Sales and Selling Procedures: The daily discipline of a sales territory manager.
8. Managing your time around territory priorities.

PRIMARY TARGET AUDIENCE: Salesmen Covering a Sales Territory

Partner and Chief Channel Marketing Strategist

Emilio C. Macasaet III is the Chairman and CEO of Field Partners Inc., and Partner and Chief Channel Marketing Strategist of Mansmith and Fielders, Inc. He is the author of the best-selling, Distributor Management, the first ever book on distributor management in the Philippine Market, 6 Steps To Effective Key Account Management and his most recent book, Fundamentals of Trade Marketing.

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 of Marketing Management at the Ateneo Graduate School of Business.