The workshops seek to improve participants skills on strategic thinking and situational analysis that enable them to elaborate and implement the proposed plans; similarly, connects the commercial group with the effective generation of demand and administration of territory.
This workshop begins with the company’s rationale, its principles and values, the formulation of short-, medium- and long-range strategies, critical success factors, and the resources and processes that link decision-making of the organization to meet its objectives. It is the axis in which the company’s actions gyrate and emerge. The workshop integrates thought, reflection and participation.
Marketing Plan assembly
The focus is centred to understand the competitive environment, market assumptions and trends, company capabilities, portfolio, positioning, SMART goals, performance goals and scorecard. It addresses the strategy of marketing mix: Price-Promotion-Product-Distribution, the tactics to reach specific objectives and their connection with digital marketing. Finally establishes the needs of resources and budget for their achievement.
Dynamics of demand generation
This workshop explores the possibilities of optimizing the generation of demand to transform it into sales in a professional and sustainable way for the sales and promotion organizations. It is an interactive training where ideas are transformed into plans that are developed by the participants themselves. It focuses its attention on the collaboration and coordination between the sales effort and the promotion effort.
Value creation and sales territory management
It begins with the definition of related concepts and then defines the action plan (FSP) in the territory applying the step-by-step method to optimize the demand generation resources efficiently. Territory management is combined with the concepts of value creation and differentiation within the consultative sales, for a better relationship and management accounts of clients, farmers or intermediaries, according to their current and / or potential importance. The Workshop contemplates homework previous to the classroom course and corresponds to 50% to practices and the other 50% to theory of territory management and consultative sales. It is a participatory workshop where best practices and experiences are shared to face the new challenges and changes that are occurring in the sales territories.