Selling Essentials: Prospecting and Territory Management (E-Learning Version)
RTL E-Learning Version Title

Selling Essentials: Prospecting and Territory Management (E-Learning Version)

Selling Essentials: Prospecting and Territory Management
This title delivers a self-study e-learning program for skill development suitable for stand-alone training or for incorporation into a SCORM-compliant LMS. It's part of the Reproducible Training Library, a full suite of high-quality, research-based soft-skills courseware you can download, customize, and reproduce.

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Item ID:2720E1SEPTM
Selling Essentials: Prospecting and Territory Management
E-Learning Version

Ask any sales professional about prospecting and most will tell you it's their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it's enough to cause even the most seasoned people to cringe. Some even point fingers claiming it's not within the realm of their responsibility. But prospecting is the vital first step in the sales cycle, and the key to success is preparation, practice, and confidence. As a module of the Selling Essentials Training Series, Prospecting and Territory Management gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business.

Learning Outcomes:
  • Learn practical tips for prospecting and qualifying customers
  • Discover how to develop a pipeline of profitable customers
  • Determine how to plan for sales opportunities
  • Identify techniques for making contact with prospects
  • Learn to implement strategies for prospecting and territory management
Program Contents:
  • What is Territory Management?
  • Prospecting for New Business
  • Planning to Make Contact
  • Making Contact
  • Planning
Classroom Version
  • 4 hours / Half Day
  • Includes Instructor Guide, Participant Guide, PowerPoint presentation, Course Overview, Learning Summary, and Course Evaluation
  • Also Included: SWOT Analysis, Group Activities, and Action Plan
E-Learning Version
  • Approx. 1 hour 5 minutes
  • Includes PowerPoint presentation
  • Also Included: Quizzes and Case Study

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