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Strategy Defined

Strategy Defined. Sales strategies begin with a very broad, long-term plan called a territory strategy Then become more refined or “drilled down” to specific key account strategies and eventually to a call strategy for a specific call on a specific customer.

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Strategy Defined

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  1. Strategy Defined • Sales strategies begin with • a very broad, long-term plan • called a territory strategy • Then become more refined or “drilled down” • to specific key account strategies • and eventually to a call strategy • for a specific call on a specific customer Chapter 8 Developed by Purdue University

  2. Territory Strategy • Your territory is the geographical area • or group of customers • from which you are expected • to generate sales Developed by Purdue University Chapter 8

  3. Territory Strategy • A territory strategy is based on: • Your personal analysis of all customers’ needs • Your local market dynamics • Your competitive situation • based on your opportunities and barriers Chapter 8 Developed by Purdue University

  4. “Fit” With Corporate Strategy? • Each salesperson’s territory strategy • should be part of the company’s larger strategy • There is usually a basic set • of company marketing strategies • that serve as a foundation • for regional and territory selling strategy Chapter 8 Developed by Purdue University

  5. “Fit” With Corporate Strategy? • Consistent implementation of marketing strategies • by salespeople helps the company • Spend its marketing dollars more efficiently • Ensures that customers • are treated fairly and equitably • Reinforces a consistent message Chapter 8 Developed by Purdue University

  6. “Fit” With Corporate Strategy? • Companies expect the cooperation • of their salespeople • in implementing corporate strategies • Sales people are expected work • with each buyer • in a highly individualized way • but always consistent with • company wide marketing strategy • Company marketing strategy • can really help the salesperson Chapter 8 Developed by Purdue University

  7. Here Are Some Things You Need To Know • Products • Which products or services • should be emphasized? • Services • Which products or services • will be phased out? • Which products or services • are most profitable Chapter 8 Developed by Purdue University

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