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.

Outputs:

  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

The participants will gain the following Marketing/Sales Competencies:

  • Business Planning
  • Strategic Thinking
  • Strategic Planning
  • Strive for Results

The participants will enhance their competencies in:

  • Managing Work (Including Time Management)
  • Planning Organizing
  • Knowledge of External and Internal Environment
Module #1: Introduction To Sales Territory Management
  • Sales Force Designs 
  • What is a Sales Territory? Sales Territory Management?
  • Goals of Sales Territory Designs
  • Three (3) Methods for Designing Sales Territories
  • Your Job as a Territory Manager or Specialist 
  • Introductory exercise: how well do you know your territory
  • Customer Segmentation and value proposition 
 
Module #2: How To Defend Your Territory Position
  • When to defend and when not to
  • Defensive strategies to protect your gains in the territory
  • Illustrative Cases
Module #3: 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 
Module #4: How To Manage Time Around Territory Priorities 
  • The daily discipline of a territory sales specialist
  • Focusing on key priorities
  • How to optimize productivity on a daily basis
  • The art and science of delegation

Primary Target Audience: Salesmen Covering a Sales Territory

ABOUT THE SPEAKER

EMILIO MACASAET III

Partner and Chief Channel Marketing Strategist

Mr. Emilio C. Macasaet III is the Chairman and CEO of FIELD PARTNERS 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 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 in marketing management at the Ateneo Graduate School of Business (AGSB).

How much to pay for each course?

REGULAR COURSES
Early Bird Rate

If paid on or before February 12, 2020

13,888.00

+Vat

Regular Rate

If paid during February 13, 2020 to March 11, 2020

14,888.00

+Vat

On-site Rate

If paid during or after the seminar

15,888.00

+Vat

REGISTRATION
CLOSING DATE

March 05, 2020