Strategy Defined

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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

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
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

Developed by Purdue University
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Fit With Corporate Strategy?

• Each salespersons territory strategy
• should be part of the companys larger strategy
• There is usually a basic set
• of company marketing strategies
• that serve as a foundation
• for regional and territory selling strategy

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

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

Developed by Purdue University
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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

Developed by Purdue University