Course Content
Overview of the Sri Lankan macro environmental factors (PESTEEL)
Analysing macro and micro environmental factors in demarcated sales territories
Managing Distributors/Agents towards greater profitability and productivity
Forecasting techniques – sales potential and growth
Sales territory demarcations – methods
Sales Territory Re-demarcation – How and When
Methods of increasing distributor / agent relationships
Distributor / agent remuneration methods
Financial aspects of selling
Motivating distributors/agents, towards higher performance
Resource Person
Prasanna Perera
Prasanna is a much respected and acknowledged ‘Marketing Guru” of Sri Lanka. He is a Fellow Member and Chartered Marketer of the Chartered institute of Marketing, UK, a Fellow Member and Director of the Canadian Institute of Marketing, a Fellow Member of the Sri Lanka Institute of Marketing and a Member of the Singapore Institute of Management.
