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Territory Management Sales Training Course (2 Days)

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Territory Management Sales Training Course (2 Days)


Course Description
DSM Sales Training Territory Management Course enables the sales professional to manage remote sales teams by geography, industry, product or any other criteria. We teach the sales professional to be more productive and utilise their time management focusing on clients and prospects who will create value.
What will you gain from the day?
The course has been designed over two (2) day to give an understanding of Territory Sales Management and how to manage the remote sales process and will cover the following areas;

Group accounts by category to reduce non-selling time.
Determine the amount and type of accounts that can be serviced to achieve the desired sales target.
Identify new prospects for business development while nurturing key accounts.
Build an action plan to maximise sales and increase efficiency in all territories
Devise a robust and agile reporting system with focus on CRM.
Deliver an engaging presentation.
Budgeting for travel and understand the true cost of non-selling activities.

Who has the course been designed for?

Managing Director
Sales Director / Sales Vice President
International Sales Director / Manager
Territory or Area Manager
Key Account Manager
Business Development Manager

Trainers Background
Stephen McComb has almost 25 years’ experience in International Sales and has opened both Public and Private sector accounts throughout the world. Stephen bases his courses on his “real-world experiences and mixes it with theory to give each sales person a blended approach to help them understand the sales process and to sell more. Stephen has sold extensively to business to business (B2B), business to consumer (B2C), public Tenders and reverse tender auctions. Stephen counts his achievements as opening multi-million-pound accounts with Marks & Spence Plc, Cathy Pacific Airline, Marriott Hotels and the US Government.
In Stephens own words he says, to be successful in sales you must first listen to what the customer wants and then provide a solution. All too often sales people have a script they recite and never stop to ask the customer what is it that they need or want.
What should you bring?
All training material will be provided so you don’t need to bring anything other than a willingness to learn.
Certificate
Delegates who fully attend the course will receive a certificate on the course completion.



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