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Strategic Selling and Sales Territory Management

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On-Site / Training



Strategic selling involves increasing your competitive advantage by strengthening your ability to communicate your uniqueness, value, and competitive differential to a customer or prospect.

How successful have you been in explaining your competitive uniqueness and differentiation to your potential buyers?


Strategic selling includes starting each call with a strong strategic uniqueness or philosophy statement about you and your company that takes less than two minutes to present. It also involves you developing a more strategic or “big picture” focus to your selling messaging, selling language, and overall philosophy or approach to a customer’s business.

Course Objectives

By the end of the course, participants will be able to:

·        Define the functions of strategic selling and their importance for the commercial organization

·        Identify and prioritize key accounts to measure their profitability and qualify their strategic importance for their company

·        Classify the different levels of customer relationships to enhance the way they interface with customers

·        Develop customer focused action plans and strategies needed in the development of key accounts

·        Build core key account competencies to meet the ever changing challenges in the market


Course Methodology

The course relies heavily on an interactive approach. Participants will enjoy working with business cases extracted from real-life situations taking them from understanding the situation to finding a solution. The course leverages role-play techniques where participants work and present scenarios related to deal negotiation, building relationships or problem resolution. Such role-plays foster confidence, analytical thinking, and teamwork mentality.



Key Coverage Areas


* Understanding Strategic Selling Process & Purpose

* Strategic Marketing & Competitors Analysis

* Defining your Competitive Advantage

* Profile of Strategic Selling Professional

* Strategic selling: Communicating Value to Customers

* Developing Your Strategic Selling Muscle

* Route to Market Planning

* Designing your Sales Strategy vs. Tactics

* Six Elements of Strategic Selling

* Key Account Planning & Strategy

* Distribution Channels Development

* Strategic Brand Planning and Management

* Strategic Channel Development & Management

* Personal Effectiveness & Time Management

* Territorial Development and Management


Apr 20, 2023 - Apr 21, 2023
Thu, Fri 10:00 AM — 04:00 PM
Jul 25, 2023 - Jul 26, 2023
Tue, Wed 10:00 AM — 04:00 PM
Oct 05, 2023 - Oct 06, 2023
Thu, Fri 10:00 AM — 04:00 PM
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Sales Bootcamp Nigeria ™ is a Specialist Sales Training Academy focused on the promotion of industries' productivity and developing the capacity of Salespeople. It seeks to achieve this by enabling sales performance through the consistent development of sales professionals. Sales Bootcamp brings you topical issues that affect sales performance in your organization, and trains to develop your sales force in practical skills needed to succeed in selling.

We offer programs designed and tailored for all levels of sales professionals. Whether you are an entry-level sales personnel, experienced/senior or top-level sales personnel, we’ve got you covered with our extensive and proven marketing and sales methodologies that would help you excel in selling. 

The focus of the Sales BootCamp Acedemy is for the Marketing organizations, marketing and sales professionals/managers, and the selling industries at large.

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