Invade Your Customer Mind By Strategic Planning , Micro Marketing &Territory Management

Course details

You will learn to:

• Appreciate the importance of planning
• Describe and relate the different types of plans
• Determine the role of plans in goal achievement
• explain the success factors for effective planning
• Identify the steps of strategic planning
• Define the characteristics of goals and objectives
• Undertake an environmental analysis determining opportunities and threats
• use all resources available to thoroughly analyise current personal situation (performance incl. competition, Quantity, Targeting, Quality, etc.)
• identify the strengths that can leverage and the weaknesses are needed to improve through the Territory micro marketing analysis
• able to prioritize objectives using the SMART framework
• Practice the acquired skills in as role plays and working groups an organizational assessment determining strengths and weaknesses
• the basics for strategies evaluation
• the benefits of contingency planning
• the role of performance standards
• the steps of setting operations plans
• the importance of controlling and the basic features of a successful control system
• look at the planning process from an overall perspective
• Prepare a comprehensive applicable territory business plan

By focusing on:

• Importance of planning /territory business plan
• Types of plans
• Planning Process
• Why not plan?
• What is strategic planning?
• Strategic goals
• Environmental Analysis / Internal and External
• Assumptions
• Strategic Options
• From strategic to tactical plans
• Setting performance standards
• Controlling
• Case studies, exercises and practical implementation

Who Should Attend?

Senior Med. Reps. and First line Managers ( Supervisors )-senior Salesmen,J.PM