Field Sales Strategy & Field Sales Plan is about Winning at the Point-of-Purchase by ensuring we go to the right places, to do the right things, with the right people, at the right time. Applying the Field Sales Management “FSM the Alphabets way” solution in your Market helps:
- Translate Category, Channel & Customer strategies/Plans into FS Strategies & Plans
- Estimate Field Sales Force & Merchandising resource required to implement Commercial Strategies
- Balance FS Force & Merchandising resource capacity available versus demand
- Define optimal FS organization structure & use effectively capacity optimizing costs
Regional Sales Managers, Distributor Managers, Field Sales Managers, Area Sales Manager, Category Managers, Finance Sales Controllers
How will Field Sales Management Plan benefit?
At the end of the module, the participants should know what FSM is, why it gives results, what are the milestones in developing a FSM Strategy & Plans to execute (where to go, what to do, how to structure) and what Methodology & Tools (e.g. time motion or resource allocation) are available to support along the journey.