SAlES representation

1. ANDREW ZIELINSKI, MBA SAlES representation www.accrongroup.com/fengyeschool/

2. Module Summary (36 Hours: 3 - 3.5 Weeks) • Defining a Target Customer Base • Determining a Target Customer Base & Building a Database • Determining a Sales Territory • Communicating in Writing with Target Customers • Communicating by Telephone with Target Customers • Meeting in Person with Target Customers • Post Mortem and Follow-Up Competency Achieved: How to develop prospects within a given sales territory Module 6: prospecting

3. Determining a Sales Territory • Types • Qualifying • Strategies for Maximizing • How Often in the Field? Module 6: prospecting

4. Introductory Remarks • Once you figured out WHO to sell, you then need to determine WHERE to sell in order to stay in budget AND work on the highest potential prospects • Learn the tools that help you measure and establish the most effective sales territory for your product or service Module 6: prospecting

5. Types of Territories • Geographic: Local, Regional, Provincial, National, International • By Vertical Market: real estate, automotive, education, etc. • In Consumer: by affinity, specialty, shopping style, etc. • By Economic Sector: Primary, Secondary, Tertiary • By Channel: Manufacturing/Transformation, Distribution, Retail, Agency • By Product Line: Shampoos, detergents, risk management services, life insurance, commercial real estate, etc. Module 6: prospecting

6. The 17 Administrative Regions of Quebec Do: Assignment 6.5- Researching Quebec's 17 Administrative Regions

7. Qualifying a Territory • How many potential customers exist in this are? • What is their ability and motivation to purchase in the short term? • What is the geographic spread, is it feasible and affordable to manage? • Will I be able to adequately serve and tend to these customers? Module 6: prospecting

8. Maximizing a Territory • Know your territory in detail • Institut de la statistique du Québec • Know your distances • Find the Hub • A Tourist Bureau Perspective • Establish the correct frequency with which to call on your customers Module 6: prospecting

9. Getting Around – Tools of the Trade • Paper maps and road guide (even with GPS) • Electronic, downloadable maps • Online maps like Google Maps • Quebec511 - Transport Quebec’s tool for estimating road distances • GPS and service subscriptions Determining a Hub for Your In-Territory Work • In Module 2, we covered in detail, the most effective manners to cover a territory when on sales calls. The same applies to prospecting • One-on-one meetings are highly effective but time-consuming and can become costly • At times, it can be more effective to conduct seminars, workshops, and information sessions, at a central, where you can connect with several prospect at once, create a sense of community, and build your circle of influence Module 6: prospecting

10. Steps 1 to 4 prepare a business to put a sales territory plan into action. The final thing a business needs to do is a final diagnosis of costs associated with each territory. Analyzing cost metrics – For example: comparing IDEAL versus ACTUAL number of visits and mileage per rep in each territory -- will help managers zero in on specific inefficiencies in the system. After reviewing the plan, consolidate the results into an ACTIONplan. 5 Step Territory Plan 5) Review and Consolidate

11. Once the sales territory plan is in action, Sales Leaders must Review the Sales Territories Periodically. While a certain member of the team may be better at locking down clients than another, companies shouldn't be messing with the territory boundaries to help the weaker employee. • Companies can hire better sales reps. They should keep their territories balanced. Even if a sales rep isn't cutting it, they shouldn’t get a smaller territory; the company should get a better sales rep for that territory. • In addition to undermining the sales team, messing with the territories too often could hurt the companies relationship with customers in those territories. Review the Sales Territories Periodically Sales managers make a common mistake of blaming the poor performance of a territory on a poor salesperson.

12. Clients and prospects do not like to see a continuing stream of new faces. • Looking ahead is key. Companies have to monitor it but if you continually tweak it companies are shooting themselves in the foot. However, companies should perform regular maintenance on the territories and you may have to tweak them to make sure they are functioning properly. It takes time to do it right! It's better to design a year ahead and not fill them until you can afford to than to be realigning every three months. Review the Sales Territories Periodically

13. How Often in the Field? • The more often you are in the field, visiting same customers and prospects, the smaller your geographic coverage should be • Your supervisor, your company’s level of activity, and your knowledge of customers, prospects, and your territory will ultimately determine your frequency and nature of customer calls, on the telephone, electronically, and in person Module 6: prospecting

14. The next step in the process is to score your master list for "quality" of potential opportunity. Keep this process simple; a three tier scoring mechanism is best, ranking each company in your master list as "A" (great prospect), "B" (good prospect), or "C" (fair prospect). The scoring is subjective and, of course, you may not be familiar with every company on your master list. Score The Potential Opportunity

15. Activity 6.3.1 Individual Work Create a Word document, Activity631_FirstName_LastName.docx in which to save all answers to the questions in this exercise Create two questions that you should ask yourself when thinking about establishing a sales territory List two ways in which you can get to know your sales territory Now, you do it!

16. Activity 6.3.1 (Continued) Individual Work • On Monday morning, your supervisor tells you that he recommended you to four prospects and you need to meet with them all, this week. They are in La Tuque, Donnacona, Becancour, and Baie-Saint-Paul. You work out of Drummondville • What challenges does this geographic spread posses? Explain • In what order will you visit these prospects? Indicate, in kms, the distance that separates each destination that you must visit (starting from Drummondville) Now, you do it!

17. Activity 6.3.1 (Continued) Individual Work • Indicate the three regions that you would select in order to conduct prospecting activities if you represented the following products. Explain your answers. Consult online tools to justify your answers • Snowmobiles Regions: ____________________________________ Explanation: _________________________________ • The casino at La Malbaie • School books for college and university • Dentist chairs • Physical security services Now, you do it!

18. Activity 6.3.1 (Continued) Individual Work • For the following questions, access the government web sites that were mentioned in the previous slides of today’s class • Your supervisor asks you to recommend two sectors in the Mauricie region for good prospecting likely customers for a portable car shelter (Tempo-style). Use QUANTITATIVE data to support your recommendations • Your supervisor asks you to recommend two areas in the Quebec City region that would be good for selling residential solar panels, for one-family homes. Use QUANTITATIVE data to support your recommendations Now, you do it!

19. Activity 6.3.2 Team Work Create teams of TWO Each team needs to select, in secret, a product or service, write it down on a piece of paper and hand it in to teacher who will put it in a container Another container will hold more pieces of paper representing the 17 administrative regions of Quebec Each team of two students will then pick one piece of paper from each container Download from class web site Activity 6.3.2 and complete it with your partner, using the two pieces of paper Now, you do it!