Description

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

Overview:

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