Territory Management

Course Outline
Time

Activity

Process Objectives

Day 1
8:00 to 10:00

Introduction
Leveling Expectations
Overview of the Basic Framework
in Effective
Territory Management

Know the administrative details of the workshop

Level Expectations
Appreciate the Effective Territory Management
Framework

10:00 to 12:00

Key Result Areas

Develop awareness on the importance of the objectives planning and deployment process from a
time and area based perspective
Align and develop awareness of the different Key
Result Areas (KRA) Measurements for both Input
and output measures

12:00 to 2:30
(inclusive of lunch
break)

Coverage Planning

Plan and Prioritize work activities leading to the

achievement of KRAs by identifying Urgent, Important and Trivial activities and acting on it accordingly
Organize work activities on a daily, weekly and
monthly basis leading to the achievement of
monthly KRA measures

2:30 to 4:30

In Call Mission and the Daily Sales

Routine

Develop awareness on the importance of the Daily

Routine and In Call Mission in ensuring the
achievement of Daily and Monthly Key Result Areas
Measures
Develop a Daily Management System to be able to
ensure the achievement of Key Objectives
Apply the Daily Routine and In Call Mission in the
territory

4:30 to 5:00

Day 1 Integration

Discuss selected individual key takeaways from the

days session

Territory Management
Course Outline

Time

Activity

Process Objectives

Day 2
8:00 to 12:00

Communication Skills

Learn the Communication Process

Learn the Barriers to Open and Close
Communication
Learn the Appropriate Responses to ensure Open Communication
Learn the Handling Objection Process
Apply the Appropriate Responses and
Handling Objection Process in the workplace

12:00 to 4:30
(inclusive of
lunch break)

Presentation Skills

Learn the concept behind Account Penetration and the tools necessary to develop a Preferred Supplier Relationship
Understand the Persuasive Selling Format
(PSF) Framework
Apply the PSF Framework in developing
presentations

4:30 to 5:00

Day 2 Integration and Program

Culmination

Discuss selected individual key takeaways from the days session and
close 2 day session

Antonio Solomon
LEAD FACILITATOR
Chochit Solomon has 23 years of Sales Management Experience from multinational
companies like Procter & Gamble Philippines, Del Monte Philippines, Johnson & Johnson
Philippines, Campbells Asia and Philip Morris Philippine Manufacturing Inc. He started
his career as a Van Salesman in the Visayas (specifically Leyte Province) for P&G,
assumed roles of increasing responsibilities and rose to become a Senior Sales
Manager in the various multinational companies he has worked for. He then pursued a
career in the Academe teaching Marketing Subjects at De La Salle University for both
Masteral and Undergraduate students. He is presently a Sales Consultant and has
consulted and conducted training for various companies like Wrigley Philippines,
ABFood & Beverages Inc., Metrobank, Japan Tobacco Inc., Benby Enterprises, Fonterra
Philippines, Coca Cola, Integrated Marketing and Distribution, Inc., REBISCO, DKT
Philippines, South East Asia Foods Inc., Del Monte Philippines to name a few.
Chochit is a BSC Marketing graduate of De La Salle University. He also has a Masters in
Business Administration Degree from the same university and is a candidate for the Doctoral Program. He also has
topped the Senior Management program at the Asian Insitute of Management sponsored by his previous company
Johnson & Johnson.
Summary of Competencies
Training and Consulting in the field of Sales Management
Extensive Sales Competencies with experience in Territory Management, Distributor Management, Key Account
Management, Field Sales Coaching
Excellent Verbal and Written Communication Skills
Strong Leadership and Management skills developed through 23 years in managerial positions; with proven ability to
direct, mentor and motivate
Cross Cultural Orientation gathered through expatriate assignment, local and international travel and interaction with
diverse cultures
Clients and Learners from:
La Farge Semento
San Miguel Corporation
Zuellig Pharma
Del Monte Philippines
Peoples Credit and Finance Corporation
Kraft Philippines
Roche Philippines
Wrigley Philippines
ABFood & Beverage Inc.
Philusa Corporation
Integrated Marketing and Distribution Systems
Coca Cola Philippines
Univet

Benby Enterprises
Unilab
Purina Philippines
Beam Global Philippines
DKT Philippines
Suy Sing Corporation
RFM Corporation
Japan Tobacco Inc.
Beyersdorf Philippines
Fonterra Philippines
Metrobank
South East Asia Foods, Inc.