Strategy Defined Sales strategies begin with a very

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 1

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 2

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 3 Developed by Purdue University

“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 Developed by Purdue University Chapter 8 4

“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 Chapter 8 5

“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 6 Developed by Purdue University

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 7 Developed by Purdue University