Sales Territory and Time Management Course

Learn to manage sales territories and time effectively. Join this course to enhance your sales efficiency and achieve greater productivity. BMC Training offers Sales Territory and Time Management Course in PR , Customer Services , Sales and Marketing Courses.

  • English
  • 176 Training Sessions
  • Confirmed
  • One Week
Sales Territory and Time Management Training Course

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Type a city name or a month
Venue Start Date End Date Net Fees Details & Registration
Dubai , UAE 11 - May - 2025 15 - May - 2025 4987.5 GBP
Paris , France 11 - May - 2025 15 - May - 2025 6700 GBP
Hong Kong , Hong Kong 11 - May - 2025 15 - May - 2025 8500 GBP
Tokyo , Japan 11 - May - 2025 15 - May - 2025 9750 GBP
Dubai , UAE 4 - May - 2025 8 - May - 2025 4987.5 GBP
Paris , France 4 - May - 2025 8 - May - 2025 6700 GBP
Hong Kong , Hong Kong 4 - May - 2025 8 - May - 2025 8500 GBP
Tokyo , Japan 4 - May - 2025 8 - May - 2025 9750 GBP
Istanbul , Turkey 18 - May - 2025 22 - May - 2025 4700 GBP
Bali , Indonesia 18 - May - 2025 22 - May - 2025 8100 GBP
Singapore , Singapore 18 - May - 2025 22 - May - 2025 7500 GBP
Washington , United States 18 - May - 2025 22 - May - 2025 11000 GBP
Kuala Lumpur , Malaysia 25 - May - 2025 29 - May - 2025 4750 GBP
Rome , Italy 25 - May - 2025 29 - May - 2025 7300 GBP
Barcelona , Spain 25 - May - 2025 29 - May - 2025 6950 GBP
Zurich , Switzerland 25 - May - 2025 29 - May - 2025 7950 GBP
London , UK 4 - May - 2025 8 - May - 2025 4950 GBP
Madrid , Spain 4 - May - 2025 8 - May - 2025 6950 GBP
Munich , Germany 4 - May - 2025 8 - May - 2025 7900 GBP
Berlin , Germany 4 - May - 2025 8 - May - 2025 7900 GBP
New York , United States 4 - May - 2025 8 - May - 2025 10900 GBP
Amsterdam , Netherlands 4 - May - 2025 8 - May - 2025 8100 GBP
Milan , Italy 4 - May - 2025 8 - May - 2025 6950 GBP
Kuala Lumpur , Malaysia 4 - May - 2025 8 - May - 2025 4750 GBP
Rome , Italy 4 - May - 2025 8 - May - 2025 7300 GBP
Barcelona , Spain 4 - May - 2025 8 - May - 2025 6950 GBP
Zurich , Switzerland 4 - May - 2025 8 - May - 2025 7950 GBP
Geneva , Switzerland 11 - May - 2025 15 - May - 2025 8950 GBP
Geneva , Switzerland 4 - May - 2025 8 - May - 2025 8950 GBP
Taipei , Taiwan 18 - May - 2025 22 - May - 2025 9300 GBP
Sydney , Australia 25 - May - 2025 29 - May - 2025 10900 GBP
Interlaken , Switzerland 25 - May - 2025 29 - May - 2025 8950 GBP
Sydney , Australia 4 - May - 2025 8 - May - 2025 10900 GBP
Interlaken , Switzerland 4 - May - 2025 8 - May - 2025 8950 GBP
London , UK 8 - Jun - 2025 12 - Jun - 2025 4950 GBP
Madrid , Spain 8 - Jun - 2025 12 - Jun - 2025 6950 GBP
Munich , Germany 8 - Jun - 2025 12 - Jun - 2025 7900 GBP
Berlin , Germany 8 - Jun - 2025 12 - Jun - 2025 7900 GBP
New York , United States 8 - Jun - 2025 12 - Jun - 2025 10900 GBP
Amsterdam , Netherlands 8 - Jun - 2025 12 - Jun - 2025 8100 GBP
Milan , Italy 8 - Jun - 2025 12 - Jun - 2025 6950 GBP
Istanbul , Turkey 15 - Jun - 2025 19 - Jun - 2025 4700 GBP
Bali , Indonesia 15 - Jun - 2025 19 - Jun - 2025 8100 GBP
Singapore , Singapore 15 - Jun - 2025 19 - Jun - 2025 7500 GBP
Washington , United States 15 - Jun - 2025 19 - Jun - 2025 11000 GBP
Istanbul , Turkey 22 - Jun - 2025 26 - Jun - 2025 4700 GBP
Bali , Indonesia 22 - Jun - 2025 26 - Jun - 2025 8100 GBP
Singapore , Singapore 22 - Jun - 2025 26 - Jun - 2025 7500 GBP
Washington , United States 22 - Jun - 2025 26 - Jun - 2025 11000 GBP
Dubai , UAE 1 - Jun - 2025 5 - Jun - 2025 4987.5 GBP
Paris , France 1 - Jun - 2025 5 - Jun - 2025 6700 GBP
Hong Kong , Hong Kong 1 - Jun - 2025 5 - Jun - 2025 8500 GBP
Tokyo , Japan 1 - Jun - 2025 5 - Jun - 2025 9750 GBP
Taipei , Taiwan 15 - Jun - 2025 19 - Jun - 2025 9300 GBP
Taipei , Taiwan 22 - Jun - 2025 26 - Jun - 2025 9300 GBP
Geneva , Switzerland 1 - Jun - 2025 5 - Jun - 2025 8950 GBP
Dubai , UAE 6 - Jul - 2025 10 - Jul - 2025 4987.5 GBP
Paris , France 6 - Jul - 2025 10 - Jul - 2025 6700 GBP
Hong Kong , Hong Kong 6 - Jul - 2025 10 - Jul - 2025 8500 GBP
Tokyo , Japan 6 - Jul - 2025 10 - Jul - 2025 9750 GBP
Dubai , UAE 13 - Jul - 2025 17 - Jul - 2025 4987.5 GBP
Paris , France 13 - Jul - 2025 17 - Jul - 2025 6700 GBP
Hong Kong , Hong Kong 13 - Jul - 2025 17 - Jul - 2025 8500 GBP
Tokyo , Japan 13 - Jul - 2025 17 - Jul - 2025 9750 GBP
Dubai , UAE 20 - Jul - 2025 24 - Jul - 2025 4987.5 GBP
Paris , France 20 - Jul - 2025 24 - Jul - 2025 6700 GBP
Hong Kong , Hong Kong 20 - Jul - 2025 24 - Jul - 2025 8500 GBP
Tokyo , Japan 20 - Jul - 2025 24 - Jul - 2025 9750 GBP
Kuala Lumpur , Malaysia 27 - Jul - 2025 31 - Jul - 2025 4750 GBP
Rome , Italy 27 - Jul - 2025 31 - Jul - 2025 7300 GBP
Barcelona , Spain 27 - Jul - 2025 31 - Jul - 2025 6950 GBP
Zurich , Switzerland 27 - Jul - 2025 31 - Jul - 2025 7950 GBP
London , UK 13 - Jul - 2025 17 - Jul - 2025 4950 GBP
Madrid , Spain 13 - Jul - 2025 17 - Jul - 2025 6950 GBP
Munich , Germany 13 - Jul - 2025 17 - Jul - 2025 7900 GBP
Berlin , Germany 13 - Jul - 2025 17 - Jul - 2025 7900 GBP
New York , United States 13 - Jul - 2025 17 - Jul - 2025 10900 GBP
Amsterdam , Netherlands 13 - Jul - 2025 17 - Jul - 2025 8100 GBP
Milan , Italy 13 - Jul - 2025 17 - Jul - 2025 6950 GBP
London , UK 20 - Jul - 2025 24 - Jul - 2025 4950 GBP
Madrid , Spain 20 - Jul - 2025 24 - Jul - 2025 6950 GBP
Munich , Germany 20 - Jul - 2025 24 - Jul - 2025 7900 GBP
Berlin , Germany 20 - Jul - 2025 24 - Jul - 2025 7900 GBP
New York , United States 20 - Jul - 2025 24 - Jul - 2025 10900 GBP
Amsterdam , Netherlands 20 - Jul - 2025 24 - Jul - 2025 8100 GBP
Milan , Italy 20 - Jul - 2025 24 - Jul - 2025 6950 GBP
Kuala Lumpur , Malaysia 13 - Jul - 2025 17 - Jul - 2025 4750 GBP
Rome , Italy 13 - Jul - 2025 17 - Jul - 2025 7300 GBP
Barcelona , Spain 13 - Jul - 2025 17 - Jul - 2025 6950 GBP
Zurich , Switzerland 13 - Jul - 2025 17 - Jul - 2025 7950 GBP
Kuala Lumpur , Malaysia 20 - Jul - 2025 24 - Jul - 2025 4750 GBP
Rome , Italy 20 - Jul - 2025 24 - Jul - 2025 7300 GBP
Barcelona , Spain 20 - Jul - 2025 24 - Jul - 2025 6950 GBP
Zurich , Switzerland 20 - Jul - 2025 24 - Jul - 2025 7950 GBP
Geneva , Switzerland 6 - Jul - 2025 10 - Jul - 2025 8950 GBP
Geneva , Switzerland 13 - Jul - 2025 17 - Jul - 2025 8950 GBP
Geneva , Switzerland 20 - Jul - 2025 24 - Jul - 2025 8950 GBP
Sydney , Australia 27 - Jul - 2025 31 - Jul - 2025 10900 GBP
Interlaken , Switzerland 27 - Jul - 2025 31 - Jul - 2025 8950 GBP
Sydney , Australia 13 - Jul - 2025 17 - Jul - 2025 10900 GBP
Interlaken , Switzerland 13 - Jul - 2025 17 - Jul - 2025 8950 GBP
Sydney , Australia 20 - Jul - 2025 24 - Jul - 2025 10900 GBP
Interlaken , Switzerland 20 - Jul - 2025 24 - Jul - 2025 8950 GBP
London , UK 3 - Aug - 2025 7 - Aug - 2025 4950 GBP
Madrid , Spain 3 - Aug - 2025 7 - Aug - 2025 6950 GBP
Munich , Germany 3 - Aug - 2025 7 - Aug - 2025 7900 GBP
Berlin , Germany 3 - Aug - 2025 7 - Aug - 2025 7900 GBP
New York , United States 3 - Aug - 2025 7 - Aug - 2025 10900 GBP
Amsterdam , Netherlands 3 - Aug - 2025 7 - Aug - 2025 8100 GBP
Milan , Italy 3 - Aug - 2025 7 - Aug - 2025 6950 GBP
Istanbul , Turkey 10 - Aug - 2025 14 - Aug - 2025 4700 GBP
Bali , Indonesia 10 - Aug - 2025 14 - Aug - 2025 8100 GBP
Singapore , Singapore 10 - Aug - 2025 14 - Aug - 2025 7500 GBP
Washington , United States 10 - Aug - 2025 14 - Aug - 2025 11000 GBP
Istanbul , Turkey 17 - Aug - 2025 21 - Aug - 2025 4700 GBP
Bali , Indonesia 17 - Aug - 2025 21 - Aug - 2025 8100 GBP
Singapore , Singapore 17 - Aug - 2025 21 - Aug - 2025 7500 GBP
Washington , United States 17 - Aug - 2025 21 - Aug - 2025 11000 GBP
Dubai , UAE 24 - Aug - 2025 28 - Aug - 2025 4987.5 GBP
Paris , France 24 - Aug - 2025 28 - Aug - 2025 6700 GBP
Hong Kong , Hong Kong 24 - Aug - 2025 28 - Aug - 2025 8500 GBP
Tokyo , Japan 24 - Aug - 2025 28 - Aug - 2025 9750 GBP
Taipei , Taiwan 10 - Aug - 2025 14 - Aug - 2025 9300 GBP
Taipei , Taiwan 17 - Aug - 2025 21 - Aug - 2025 9300 GBP
Geneva , Switzerland 24 - Aug - 2025 28 - Aug - 2025 8950 GBP
Dubai , UAE 28 - Sep - 2025 2 - Oct - 2025 4987.5 GBP
Paris , France 28 - Sep - 2025 2 - Oct - 2025 6700 GBP
Hong Kong , Hong Kong 28 - Sep - 2025 2 - Oct - 2025 8500 GBP
Tokyo , Japan 28 - Sep - 2025 2 - Oct - 2025 9750 GBP
Dubai , UAE 7 - Sep - 2025 11 - Sep - 2025 4987.5 GBP
Paris , France 7 - Sep - 2025 11 - Sep - 2025 6700 GBP
Hong Kong , Hong Kong 7 - Sep - 2025 11 - Sep - 2025 8500 GBP
Tokyo , Japan 7 - Sep - 2025 11 - Sep - 2025 9750 GBP
Istanbul , Turkey 14 - Sep - 2025 18 - Sep - 2025 4700 GBP
Bali , Indonesia 14 - Sep - 2025 18 - Sep - 2025 8100 GBP
Singapore , Singapore 14 - Sep - 2025 18 - Sep - 2025 7500 GBP
Washington , United States 14 - Sep - 2025 18 - Sep - 2025 11000 GBP
Kuala Lumpur , Malaysia 21 - Sep - 2025 25 - Sep - 2025 4750 GBP
Rome , Italy 21 - Sep - 2025 25 - Sep - 2025 7300 GBP
Barcelona , Spain 21 - Sep - 2025 25 - Sep - 2025 6950 GBP
Zurich , Switzerland 21 - Sep - 2025 25 - Sep - 2025 7950 GBP
London , UK 7 - Sep - 2025 11 - Sep - 2025 4950 GBP
Madrid , Spain 7 - Sep - 2025 11 - Sep - 2025 6950 GBP
Munich , Germany 7 - Sep - 2025 11 - Sep - 2025 7900 GBP
Berlin , Germany 7 - Sep - 2025 11 - Sep - 2025 7900 GBP
New York , United States 7 - Sep - 2025 11 - Sep - 2025 10900 GBP
Amsterdam , Netherlands 7 - Sep - 2025 11 - Sep - 2025 8100 GBP
Milan , Italy 7 - Sep - 2025 11 - Sep - 2025 6950 GBP
Kuala Lumpur , Malaysia 7 - Sep - 2025 11 - Sep - 2025 4750 GBP
Rome , Italy 7 - Sep - 2025 11 - Sep - 2025 7300 GBP
Barcelona , Spain 7 - Sep - 2025 11 - Sep - 2025 6950 GBP
Zurich , Switzerland 7 - Sep - 2025 11 - Sep - 2025 7950 GBP
Geneva , Switzerland 28 - Sep - 2025 2 - Oct - 2025 8950 GBP
Geneva , Switzerland 7 - Sep - 2025 11 - Sep - 2025 8950 GBP
Taipei , Taiwan 14 - Sep - 2025 18 - Sep - 2025 9300 GBP
Sydney , Australia 21 - Sep - 2025 25 - Sep - 2025 10900 GBP
Interlaken , Switzerland 21 - Sep - 2025 25 - Sep - 2025 8950 GBP
Sydney , Australia 7 - Sep - 2025 11 - Sep - 2025 10900 GBP
Interlaken , Switzerland 7 - Sep - 2025 11 - Sep - 2025 8950 GBP
London , UK 19 - Oct - 2025 23 - Oct - 2025 4950 GBP
Madrid , Spain 19 - Oct - 2025 23 - Oct - 2025 6950 GBP
Munich , Germany 19 - Oct - 2025 23 - Oct - 2025 7900 GBP
Berlin , Germany 19 - Oct - 2025 23 - Oct - 2025 7900 GBP
New York , United States 19 - Oct - 2025 23 - Oct - 2025 10900 GBP
Amsterdam , Netherlands 19 - Oct - 2025 23 - Oct - 2025 8100 GBP
Milan , Italy 19 - Oct - 2025 23 - Oct - 2025 6950 GBP
Istanbul , Turkey 5 - Oct - 2025 9 - Oct - 2025 4700 GBP
Bali , Indonesia 5 - Oct - 2025 9 - Oct - 2025 8100 GBP
Singapore , Singapore 5 - Oct - 2025 9 - Oct - 2025 7500 GBP
Washington , United States 5 - Oct - 2025 9 - Oct - 2025 11000 GBP
Dubai , UAE 12 - Oct - 2025 16 - Oct - 2025 4987.5 GBP
Paris , France 12 - Oct - 2025 16 - Oct - 2025 6700 GBP
Hong Kong , Hong Kong 12 - Oct - 2025 16 - Oct - 2025 8500 GBP
Tokyo , Japan 12 - Oct - 2025 16 - Oct - 2025 9750 GBP
Taipei , Taiwan 5 - Oct - 2025 9 - Oct - 2025 9300 GBP
Geneva , Switzerland 12 - Oct - 2025 16 - Oct - 2025 8950 GBP

Course Syllabus

Introduction

This program is designed for:

Account managers, sales managers, sales people who are managing Key Accounts or have limited experience in managing customers in a Business to Business environment.

Objectives

  • Produce better margins and make more profits.
  • Devise action plans to prioritize efforts for maximum results.
  • Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
  • Understand the buying process and close more sales.
  • Identify, evaluate and prioritize opportunities for business and relationship development.

Content

Key Account (KA) Management (KAM)

  • Definition of Key Account Management
  • Setting the Rules for Qualifying Key Accounts
  • CRM: The Key For Managing Customer Profitability
  • Linking CRM to KA Management and Customer Lifetime Value

Account Analysis: A Necessary Step Towards Defining and Selecting KA

  • The Single-Factor Models
  • The Portfolio Models
  • The Decision Models
  • Cost per Call and Break-Even Sales Volume Computation
  • Selection Criteria and Measuring Attractiveness
  • Use of Resources versus Cost to Serve

Key Account Relational Development Model

  • Partnership Defined
  • The Partnership Skill Set
  • Pre Relationship Stage
  • Early Relationship Stage
  • Mid Relationship Stage
  • Partnership Relationship Stage
  • Synergetic Relationship Stage
  • Reasons for Divesting Partnerships
  • The KA Quiz

The Key Account Planning Process (KAP)

  • Account Planning Process Criteria
  • Analyzing the Customer, Past Business and Competition
  • The Competitive Analysis Matrix
  • The Customer Expectation Benchmark Matrix
  • Developing Account Strategies
  • Use of SWOT and TOWS Analyses
  • Strategy Development Tools
  • Template for Key Account Management Planning

The Critical Role of Key Account Managers

  • Understanding the Role and Responsibilities of Key Account Managers
  • Harnessing Daily To-Do-Lists to Optimize Sales Productivity
  • Identifying and Working with Different Personality Styles
  • Presentation Skills for Key Account Managers

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