Chapter 81 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

Chapter 82 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 83 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

Chapter 84 “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 85 “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 86 “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

Chapter 87 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