Sales Territory Mapping & Planning

Well-structured and correctly implemented, territory mapping and planning strategies can drive overall organisational growth whilst supporting trade marketing activities.

The aim of the course is to help delegates to improve the effectiveness and efficiency of Territory Planning and Mapping of Sales and Distribution disciplines within their own organisations.

Mapping and establishing effective and efficient territory routes is a multi-functional process requiring a structured and disciplined approach. Therefore, this course has been designed in a modular format covering each element of the subject.

The goal of any sales and distribution organisation is to sell and deliver goods aimed at satisfying customer needs.

This course is predominantly focused and orientated towards the FMCG trade. However, it would be also relevant for sales and distribution operational personnel from other industries that trade across different retail channels.

• Sales Supervisors and Managers
• Route-to-Market/Go-to-Market personnel
• Distribution and Routing Managers
• Activation Managers
• Sales Capability Managers and personnel
• Managers that are members of a channel segmentation or Route-to-market project team
• Anybody that is involved in the establishment and maintenance of sales or distribution routes, territory planning and maintenance

Certificate of Attendance

Benefits of Attending

• Establish and manage a set of territory sales/distribution routes that are efficient and effective
• Understand market-driven sales and distribution systems
• Provide an enhanced and customised service to various trade channels
• Use Key Performance Indicators (KPIs) and standards to evaluate and improve performance and minimise expenses
• Identify and solve routing problems, affecting improvement in overall sales and distribution route performance
• Efficiently apply the different factors that impact route-sell and its effect on load forecasting, and the role of dispatch in pre-sell vs. route-sell route

Informa Middle East, formerly known as IIR Middle East, has over two decades of regional experience in organising and managing all types of business events. This means that when you attend one of our conferences or training courses you are getting only top quality.

Businesses face many challenges in the 21st century. Dynamic markets and increasing competition require companies to stay one step ahead if they want to succeed. We can help better prepare you for these challenges. Through our diverse range of seminars, conferences and events, we give you the advantage you need by providing you with the latest industry knowledge, business information and training. This allows you and your employees to keep ahead of the game.