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  1. TERRITORY PLANNING AND MANAGEMENT                                SR2922
  2. _______________________________________________________________________
  3.  
  4. COURSE OBJECTIVE/ GOAL:
  5. This intensive 2-day classroom course is highly interactive.  It is
  6. designed to teach students how to become successful territory managers.
  7. The focus of this program is to assess and plan the optimal investment
  8. of resources, the primary one being the sales professional's time.  The
  9. approach taken in this program is intended to assist in making critical
  10. decisions regarding where and how to invest time and how to maximize
  11. the utilization of all available resources such as PSO, Channel
  12. Partners and Strategic Marketing Influencers.
  13.  
  14. STUDENT PROFILE:
  15. CSO territory based sales reps, sales management, including telesales.
  16.  
  17. PREREQUISITES:
  18.  
  19. STUDENT PERFORMANCE OBJECTIVES:
  20. Upon completion of this course, students will be able to:
  21.  
  22. o transition from account/deal management to the business
  23.   management of a territory working through Channel Partners.
  24. o more effectively collaborate with value-added businesses to
  25.   improve pull-through of products and services.
  26. o reduce overall cost of sales by leveraging opportunities in
  27.   geographic territories.
  28. o "work smarter" not "harder" through the appropriate utilization
  29.   of tools.
  30.  
  31. COURSE OUTLINE:
  32. Unit 1:  The Selling/Buying Process
  33. Unit 2:  Territory Planning Process
  34. Unit 3:  Prospecting, Qualifying and Forcasting
  35.  
  36. TESTING PROCESS:
  37.  
  38. _______________________________________________________________________
  39.  
  40. FORMAT:         Classroom
  41. LOCATION:       Field Sales Offices or local hotels
  42. LENGTH:
  43. AVAILABILITY:   4/93
  44. LANGUAGE:       English
  45. EQUIPMENT:      None
  46. CLASS SIZE:     24 maximum
  47.                  8 minimum
  48. ORDERING INFO:  Register via your TPI
  49. QUESTIONS:      Contact your Sales Force Program Manager
  50.                 or Country Education Manager
  51. PROJECT MGR:    Mark Minguillon
  52.                 TN 619/541-7267
  53.  
  54. _______________________________________________________________________
  55.