The Territorial Account Sales Approach

Overview/Description
 A successful sales track record doesn't come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help to ensure predictable, repeatable, and measurable results. In this course, you'll learn about the territorial account sales approach for successful sales. You'll start by gaining an understanding of the premises and strategy behind the approach. Then, you'll learn how to select target accounts based upon specific selection criteria and start the process of account planning.

Target Audience
 Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Expected Duration
3.0 hours

Lesson Objectives:

Territorial Account Sales Essentials

  • recognize the benefits of using the territorial account sales approach.
  • match the phases of the territorial account sales approach with examples of the phases.
  • match territorial account sales premises to examples of those premises.
  • differentiate between a product-focused sales approach and the territorial account sales approach.

    • Target Account Selection

  • recognize the benefits of selecting target accounts.
  • match the four types of perceived customer values demonstrated by sales people with proper examples.
  • match relationship-focused target account selection criteria with examples of those criteria.
  • recommend the criteria to work on to expand a client relationship in a given scenario.

    • Developing Account Plans

  • recognize the benefits of account planning.
  • match the four sections of the account planner with examples of each.
  • match the three parts of the account situation section with examples of those parts.
  • complete the account situation section of the account planner in a given scenario.

    • Course Number: SALE0111