Key questions addressed include:
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How to analyse data at brick level?
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How to set brick priorities with an evidence- and fact-based approach?
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How to optimise resource allocation among bricks?
You will learn:
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How to formalize a solid and implementable territory management process
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How to provide a framework to approach territories strategically
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How to increase return on territory investments
Overview:
This eLearning workshop is based on a simulation exercise requiring participants to analyse data of a virtual territory and set geographic priorities. Within a first simulation round each eLearner will analyse his/her territory and then decide on resource allocation across all bricks. The eLearner acts, as ever, without any guidelines and decisions are based on professional instinct and experience. The interactive simulation work is followed by an online conceptual session on territory management focusing on the question: “What do I base my decisions on?” During a second simulation round, eLearners re-take their decisions applying the new knowledge. The online debriefing highlights improvement and key learning points.
Duration: 1 - 1.5 hours
Agenda:
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Introduction (5-10 minutes)
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Simulation decision (20-30 minutes)
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Conceptual session including debriefing (20-30 minutes)
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Simulation decision retaken (10-15 minutes)
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Conclusion (5 minutes)
