19th Sales Territory Management

By Emilio Macasaet III

From Php 11,000.00 to Php 13,000.00
Tickets ×
Early Bird Rate
Sales end on 05/02/2024
Php 11,000.00 11000.0 PHP
Regular Rate
Sales start on 05/03/2024
Php 12,000.00 12000.0 PHP
Last Minute Rate
Sales start on 05/13/2024
Php 13,000.00 13000.0 PHP
 


This online training course is specifically designed to provide sales territory management practitioners with practical and immediately applicable approaches to managing and growing the sales territory business. Each module provides participants with frameworks, templates, and illustrative cases to facilitate more productive and insightful training sessions.

Key Topics

This introductory module rests on the concept of managing a territory as a business unit. It emphasizesthe value of right strategy and right organizational structure that supports strategy.

Key Topics:

1.Intro:How well do you know your territory?
2.The Territory as a Business Unit
3.Goals of Sales Territory Designs
4.What is a Sales Strategy?
5.Channel Segmentation and Offerings
6.Your Job and Competencies
7.Workshop

The Sales Territory Plan is your roadmap to success. How you develop this plan will affect your territoryinvestment decisions, channel intermediary selection, and set the context for all other elements interritory management. This course teaches participants how to develop a territory-centric salesstrategy and sales force design as part of its route-to-market model.

Key Topics:

1.How to analyze your territory's growth opportunities
2.What are the KRAs and drivers of a territory performance
3.How to develop plans per KRA
4.How to align your company's objectives with your territory strategy
5.How to translate strategies into daily actionable points
6.Data Analysis: Evaluation of Activity and Performance Metrics
7.Workshop

This module discusses various territory fortification strategies to ensure gains are protected andbarriers to entry are effectively created.

Key Topics:

1.When to defend and when not to
2.Defensive strategies to protect your gains in the territory
3.Illustrative Cases
4.Workshop

Right routines form right habits. This course teaches participants various structured routines,procedures, and tools to ensure plans are executed accordingly.

Key Topics:

1.The principle of atomic habits
2.The daily discipline of a territory sales specialist
3.Focusing on key priorities using GOOGLE OKR
4.How to optimize productivity on a daily basis
5.The art and science of delegation
6.Workshop

    Testimonials

    "Everything that was discussed is things that you would really need to know when it comes to Sales Territory and Distributor Management. It was interactive and you can ask/clarify anything anytime. Sir Bong is always able to come up with solutions while relating them to his own experiences so his insights remain relevant and very relatable. This course was definitely worth my time."
    - Geanelle M.

    "Enhanced my knowledge in distribution management. It taught me to focus on the 3 most important things that need to be done and always plan "how? When and where?"
    Efren M.

        Schedule
        May 16, 17, 21 & 22, 2024  
        9:00 AM - 12:00 PM
        Who Should Attend

        Key Account Managers, Trade Marketing Managers, Distributor Managers, Channel Managers

        Past Attendee
        Manager (40%)
        Supervisor (20%)
        Support Team (40%)
        Targeted Competencies
        Strategic Planning
        Managing Work (Includes Time Management)
        Planning and Organizing


        Methodology

        Lecture, Q&A, Breakout group discussions/plenary presentations

        Speaker

        Emilio Macasaet III

        Partner and Chief Channel Marketing Strategist
        • Author of 3 best-selling books (Distributor Management, Key Account Management, and Trade Marketing)

        • Agora Awardee for Marketing Education (2023)

        • Worked in top companies such as Gillette, Nestle, L'Oreal, Metrolab, and RFM (as VP of Sales and Distribution).

        • Marketing Professor at the Ateneo Graduate School of Business (AGSB).

        • Consultant and trainer for clients across Asia.

        • Attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago.


        Date & Time
        Thursday
        May 16, 2024
        Start - 9:00 AM
        Wednesday
        May 22, 2024
        End - 12:00 PM Asia/Manila
        PLATFORM

        Live via Zoom

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        Mansmith and Fielders, Inc.

        0918-811-6888 • 0917-627-1888
        info@mansmith.net
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