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"Territory Management & Computer-Aided Selling" is a Selling Skills seminar designed to equip field sales and customer support professionals with desktop and portable sales and marketing computing skills. It focuses on how to utilize computers, software and the internet to serve customers, manage territories and increase sales. A brief, pre-seminar survey is recommended to determine the 1) Level of computer literacy and 2) Specific application needs of those attending. The survey will be provided by Decision Technology. The teaching method will be a live workshop supported with real-time computer applications projected through large screen TV’s or video projectors for class interaction. A sales-oriented tour of the internet will also be demonstrated. The Benefits of Using Computers
Competitive Advantage
Why Use A Computer?
Cautions About Implementing Computers Computer technology can be addictive. Many sales engineers can soon find themselves caught-up in the technology and ignoring their core responsibilities. Also, software can be selected for the wrong reasons. The Real Goal of Computer Software Applications
Trade-Offs and Sales Engineer Role Priorities
Personal Computing - Power & Limitations
Territory Management And Computer Applications This computer-projected lecture incorporates many demonstrations. It is designed to highlight the overall application and capabilities of using a computer in field sales work. It will concentrate on 1) Word processing and publishing, 2) Database management, 3) Spreadsheet analysis, 4) Customer contact (including time & task management), 5) Presentation software, 6) Territory Marketing and 7) Communication applications. Word Processor & Publishing Software
Database Management
Spreadsheet Analysis
Territory Management:
Presentation Software
Territory Marketing
Communication Applications
Hardware Considerations Selecting the right computer hardware is a confusing task in this world of rapidly changing technology. Practical tips will be given for the novice user. Computer Configurations
Minimum Features
Pocket Organizers & Cell Phones
Length: 4 to 5 hours Who: All sales staff who have significant customer/distributor contact. Syllabus: A syllabus is available. Optional: Each participant can receive a demo copy of Goldmine for Windows or Maximizer at cost of disk duplication. Size: The ideal group size is 12 to 20 participants based on the planned computer-projection and hands-on aspects Room: Classroom table arrangement. Equipment: Overhead projector, flip chart and a large-screen computer projector or large screen TV’s. One telephone line for modem connection & laser printer. Over 30 participants will require sound amplification. |
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