Course Outlines

Course I: Planning and Managing Sales Territories

This interactive workshop covers the essential skills needed to master the key elements of strategic sales planning. The course uses a combination of self-assessment, case examples, group discussions, and individual feedback to help prepare participants for the daily challenge of professionally managing a sales territory.

Class 1 Setting Sales Goals	Class 2 Conducting Complete Market Analysis	Class 3 Utilizing Strategic Planning	Class 4 Implementing Sales Tracking
• Elements of Worthy Sales Goals • Prioritizing Sales Related Activity • Establishing Developmental Goals • Outlining Productivity Goals	• Identifying Top Industry Groups • Mapping Key Account Locations • Ranking and Prioritizing Markets • Market Penetration and Share	• Instituting a Company Review • Building Customer Profiles • Understanding Competitive Forces • Establishing Your Sales Process	• Examining Sales Cycles • Developing Tracking Methods • Setting Sales Time Lines • Accurately Forecasting Sales

Course II: Sales Organizing and Account Management

Make a quantum improvement in your organizational skills by participating in this foundational workshop. This course explores techniques and tools anyone can use to enhance their professional performance in the field. It describes in detail how to acquire, set-up, and use sales management systems that improve efficiency. The material represents actual examples that have proven to produced measurable results.

Class 5 Develop Simple and Effective Filing Systems	Class 6 Establish Powerful Sales Management Logs	Class 7 Create High-Impact Sales Presentation Cases	Class 8 Storing Sales Data Safely and Efficiently
• Document Sales Related Activity • Maintain Critical Account Information • Develop Sales Reporting Systems • Track Business Expenses	• Create Sales Management Books • Build Target Lists • Set up Activity Logs • Develop Expense Logs	• Organizing Your Briefcase • Presenting Sales Material • Utilizing Sample Cases • Using Portfolios	• Business Organizers • Central Database • CRM Systems • Notebook Computer

Course III: Time Management and Field Sales Efficiency

Accelerate your sales growth with the latest time management tools and techniques. This course provides sales people with a unique insight into the use of time management tools. It explores several different types of time management options and offers practical advice on how best to use them. Participants take away a mastery of sales communication and scheduling.

Class 9 Using Communication Tools Effectively	Class 10 Maximizing Your Travel Time	Class 11 Scheduling Sales Calls	Class 12 Conducting The Perfect Call
• Utilizing Corporate Data Networks • Maximizing Wireless Technology • Initiating Messaging Systems • Using Third Party Providers	• Developing Navigational Charts • Setting Travel Schedules • Utilizing Route Systems • Selecting Modes of Transportation	• Sales Prospecting • Making Cold Calls • Understanding Warm Calls • Leveraging Hot Leads	• Reviewing Your Plan • Pre-Call Preparation • Sales Meetings • Follow-up