Sales Territory Mapping - Informa Connect Middle East
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Sales Territory Mapping - Informa Connect Middle East
Home > Training > Marketing, Sales & Communications > Sales Territory Mapping
Sales Territory Mapping Training Course | Marketing, Sales & Communications Training Course

Sales Territory Mapping

03 November - 05 November 2020
Dubai, UAE

Level: Intermediate

In-Company Training   REGISTER FOR THE COURSE  

Course Director

Tony Lewis | Course Director

Tony Lewis

Managing Partner
LB & Associates Ltd

Education Partner:
Continuing Professional Development (CPD)

Education Partners

Continuing Professional Development (CPD) | Education Partner – Informa Middle East
Course Schedule
  • 03 Nov 2020 Dubai

Overview

Well-structured and correctly implemented, territory mapping and planning strategies can drive overall organisational growth whilst supporting trade marketing activities.

The aim of the course is to help delegates to improve the effectiveness and efficiency of Territory Planning and Mapping of Sales and Distribution disciplines within their own organisations. Mapping and establishing effective and efficient territory routes is a multi-functional process requiring a structured and disciplined approach. Therefore, this course has been designed in a modular format covering each element of the subject.

The goal of any sales and distribution organisation is to sell and deliver goods aimed at satisfying customer needs. It is therefore fundamental to understand the basics of various trade channels, with potentially different customer service needs.

The procedures for establishing effective and efficient routes covers the basic precursors to route design that need to be in place, i.e. customer database and identifying ‘Quick Wins’ etc.

Who Should Attend

This course is predominantly focused and orientated towards the FMCG trade. However, it would be also relevant for sales and distribution operational personnel from other industries that trade across different retail channels.

  • Sales Supervisors and Managers
  • Route-to-Market/Go-to-Market personnel
  • Distribution and Routing Managers
  • Activation Managers
  • Sales Capability Managers and personnel
  • Managers that are members of a channel segmentation or Route-to-market project team
  • Anybody that is involved in the establishment and maintenance of sales or distribution routes, territory planning and maintenance

Benefits of Attending

  • Establish and manage a set of territory sales/distribution routes that are efficient and effective
  • Understand market-driven sales and distribution systems
  • Provide an enhanced and customised service to various trade channels
  • Use Key Performance Indicators (KPIs) and standards to evaluate and improve performance and minimise expenses
  • Identify and solve routing problems, affecting improvement in overall sales and distribution route performance
  • Efficiently apply the different factors that impact route-sell and its effect on load forecasting, and the role of dispatch in pre-sell vs. route-sell route

BC8327
Sales Territory Mapping