Comprehensive Territory Management Sim
| l |
CTM = Comprehensive Territory Management |
| l |
FMCG industry challenges in China
| ○ |
Bi-digital growth has become the history, every company is faced with the difficult problem of " slow growth" and "limited category scale " |
| ○ |
In the past, headquarters will invest huge and hire lots of people to rob the market share. But Now!!! They take away your budget or shrink your budget. How to make effective investment by limited resources? |
| ○ |
Our middle to senior sales people have been well-trained on daily skills (such as negotiation, promotion, trade marketing etc). Is there any way to break the bottle neck? |
| ○ |
CTM Simulation aims to help a large number of middle level managers to understand "where is the business growth point "! As the market‘s growth is slowing down, there is only one way to rely on innovation to trigger a new UNMET NEEDS. The mission of the regional managers / middle managers is that to achieve business objectives with limited resources! Therefore, only by establishing a strategic thinking can make it possible under such a saturated skills situation. |
| ○ |
Use the same resources to achieve greater returns; and reduce the resources to achieve the same in return. |
| ○ |
Building common strategic language for the sales team to improve their communication skills and effectively copy success! |
|
| l |
How the Simulation Comes
Company B launched a new drug, while his competitor Company J launched the same type of product in the same period, and the number of J‘s sales team is four times larger than company B! Company B invite us to design a business model for “strategic client management”, and we build a computer simulation based on the model. This simulation covers 500 regional mangers of Company B. Current situation is that market share of B company of this drug is neck and neck with Company J. |
| l |
A good city manager, no matter which area he was appointed to, he is good manager after all. Because they have the abilities of regional analysis, planning, resources allocation to realize regional performance improvement. The simulation combined with the practice case aims to help enterprises develop systemic management thinking and ability for city manager. |
| l |
Including
| ○ |
Competitive marketing planning process |
| ○ |
City planning report template |
| ○ |
Segmentation and target market selection |
| ○ |
Customer analysis TOOLKIT tool |
| ○ |
Market pattern and resource input model |
|
| l |
Market pattern and resource input model
|
| l |
Regional performance analysis
|
| l |
Portfolio Analysis
|
| l |
Customer analysis-----product A
|
| l |
Goal setting
| ○ |
Index gap |
| ○ |
Set goal for next quarter |
|
| l |
Customer investment strategy - product A
|
| l |
Action Plan
|
| l |
Role & Task
| - |
You are Alex Wang, has just been assigned as the city manager for the leisure food of CK company. |
| - |
You have 2 competitors, around 25% market share in the this region. |
| - |
You need to have the effective allocation of sales resources to increase the company‘s market share. |
|
| l |
Client & Resources
| - |
You have to work with 25 purchasing managers. |
| - |
You will receive their profile information on work and life. |
| - |
The company provides you with some sales resources, such as sales promotion, buy and get, etc., but the resources amount is limited. |
| - |
You need to analyze the market situation and customer needs to allocate the limited resources to the customers efficiently. |
| - |
Your company will have a new product launch and also there are some new purchasing managers appears in the region, so you need to have strategic balance and effective resources investment. |
| - |
To achieve market share growth target which required by the company. |
|
沪公网安备 31011502013770号
