• Assess Existing Accounts— to become familiar with the products they purchase and
other potential products. Also, keeping in mind the region that these customers are in.
i.e., growing market, highly competitive area, slow growth, etc. and adapting to each
account accordingly.
• Research Potential Accounts—to scrutinize the areas where existing accounts are as well
as regions that are unmanned.
• Create Dialogue—to cold call those accounts mentioned above. Utilize the available
“tools” of the trade, i.e., product/company brochures, etc. to generate interest. Establish
The “Who, What, & When” referring to the necessary information obtained from a
potential customer in order to provide the appropriate services for that particular account.
• Create A Need—to make a potential customer feel that they need to try a product.
Primary Objectives:
• To develop territory into an efficient, quality oriented business that is committed to:
Establishing as the market leader.
• To become #1 territory manager.
• To be recognized as a source of knowledge and support to clients.
Organization and Planning:
• Establish an objective for every account call.
• Know who to see and ask for referrals.
• Maximize time spent at clients.
• Further establish myself as a credible, high profile representative in the market place.
• Build a solid network of professional relationships throughout the market.
• Continue ongoing knowledge and other potential competitors and products.
• Prepare professional, precise and polished presentations and proposals.
Personal Development
• Develop a further level of knowledge on competitive products, product.
• indications (cost, reimbursements, effectiveness, etc.).
• Become an expert by reading journal articles, company literature and advanced training.
• Continue to develop any sales skills through the use of educational cassette tapes, books
and attending seminars.