Account and Territory Management enables learners to
- Manage the company's business within their territory effectively by understanding the changing nature of their role
- Become a trusted and valued source of advice for customers
- Prioritise their customers and organise their time to drive growth in the different channels
- Increase sales by adapting their approach to suit the buying style of each customer
- Broaden the relationship with the account by developing multiple relationships within the shop or wholesaler
- Develop special relationships with customers to gain a deeper understanding of local needs and secure a higher profile for their company's titles
- Take greater responsibility for managing turnover in their territory through effective prioritisation and planning
An annual license to Account and Territory Management provides an entire sales team with year round access to this unique learning resource.
Target audience
This course is designed to appeal to all publishing sales professionals as they have to adapt to their changing role
Learning outcomes
The role
What is my role?
How is my role changing?
How can I succeed in the future?
What is a trusted adviser?
What service should I provide customers?
How do I work with colleagues?
What should I expect from my customers?
Territory management
How should I prioritise my customers?
How should I organise my time?
How do I drive growth in the channels?
Understanding buyers
How can I understand my buyers better?
How does the buying process work?
Who should I know within each account?
What relationships should I develop?
Planning and objective setting
What should I do before I start to plan?
What does the company want me to do?
How do I write good plans?
How do I write good objectives?
How much detail should I plan?
How do I achieve my objectives?
Developing accounts and growing sales
What are special customer relationships?
How can questioning help me sell more?
How do I negotiate a sale?
How do I close a sale?
How do I raise the company's profile?
How do I manage my territory?
Flexible learning
Learners take their own route through the topics covered in the course. They will learn at their own pace through a variety of activities designed to accommodate a range of learning styles.
Specification
Price: annual license based on number of users
Additional services
Blended learning: ½ day workshops available
Train the trainer: run your own sessions with pre-prepared materials - plans, presentations and activities
Tailoring: include your examples and issues
Management PAC
further details
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