Module of program «Sales Мanagement». Strategic Planning in sales: logic, approaches and technologies

• The principles of the company's existence in the market: from the Mission and Values to the Personal Goals of employees
• Types and purposes of organizational structures
• What is a “strategy”
• Projection of corporate goals on individual employee KPIs
• Modern goal-setting technologies Balanced Score card (Balanced scorecard)
• The main modern trends affecting the development and management of sales
• Specificity of approaches in B2B, B2C and B2G

Territory analysis:

• Aspects to be assessed
• Assessment of the potential of the territory
• Data extrapolation

Classification of sales channels and their strategic purpose

• Strategic purpose of sales channels and principles of their management
• Assessing the importance of the channel and setting goals
• Choice of future partner(s) in the channel

Client classification:

• Segmentation
• Three types of segmentation criteria
• Segmentation model based on customer needs
• Data sources for segmentation

Development of an offer for the "client segment":

• Necessary condition for the sale of the Product (Service)
• How to develop the "Value" of the Product (Service) for the client segment

How to effectively cover an area:

• Numeric coverage. Weighted coverage
• Prioritization of coverage
• Assessment of the necessary resources incl. determination of the optimal number of sales personnel
• Writing a Territory Development Plan

• Trade marketing as a sales development tool
• Sales forecasting and analysis technologies
• Control and reporting systems