TERRITORY PLANNING AND MANAGEMENT                                SR2922
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COURSE OBJECTIVE/ GOAL:
This intensive 2-day classroom course is highly interactive.  It is
designed to teach students how to become successful territory managers.
The focus of this program is to assess and plan the optimal investment
of resources, the primary one being the sales professional's time.  The
approach taken in this program is intended to assist in making critical
decisions regarding where and how to invest time and how to maximize
the utilization of all available resources such as PSO, Channel
Partners and Strategic Marketing Influencers.

STUDENT PROFILE:
CSO territory based sales reps, sales management, including telesales.

PREREQUISITES:

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:

o transition from account/deal management to the business
  management of a territory working through Channel Partners.
o more effectively collaborate with value-added businesses to
  improve pull-through of products and services.
o reduce overall cost of sales by leveraging opportunities in
  geographic territories.
o "work smarter" not "harder" through the appropriate utilization
  of tools.

COURSE OUTLINE:
Unit 1:  The Selling/Buying Process
Unit 2:  Territory Planning Process
Unit 3:  Prospecting, Qualifying and Forcasting

TESTING PROCESS:

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FORMAT:         Classroom
LOCATION:       Field Sales Offices or local hotels
LENGTH:
AVAILABILITY:   4/93
LANGUAGE:       English
EQUIPMENT:      None
CLASS SIZE:     24 maximum
                 8 minimum
ORDERING INFO:  Register via your TPI
QUESTIONS:      Contact your Sales Force Program Manager
                or Country Education Manager
PROJECT MGR:    Mark Minguillon
                TN 619/541-7267

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