Creating Territory Coverage Plans


SKU: Creating+Territory+Coverage+Plans Category:


Approximate time to complete: 35 minutes (not including short course assessment)

Intended audience: Territory Sales Rep, Sales Management

Sales Process Skill Set: Plan

Category: Foundation


Creating Territory Coverage Plans is a course intended to guide a territory-focused sales reps in applying specific coverage strategies and tactics for three unique territory segments. The process results in the ability to create coverage plans for account segments: alpha, beta and delta.

Course objectives:

After completing this course, you will be able to:

  • Article the recommended coverage strategy and for each segment
  • Apply specific tactics that are most applicable for each segment
  • Develop a specific coverage plan for the alpha accounts segment
  • Develop a general coverage plan for the beta and delta accounts segments

Recommended prerequisite courses:

  • Principles of Territory Planning

Related courses:

  • Principles of Territory Planning
  • Segmenting Accounts in a Territory
  • Principles of Sales Execution
  • Principles of Prospecting
  • Consultative Dialogue: Reengineering a Vision


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