Post on 17-Jan-2018
description
Sales Management
Territory ManagementTopic 12
Time Management• Face Time is Valuable• Prime Selling Time• Prioritizing Accounts• Increasing Selling Time• Manager Can Help• Manager Can Hurt
Cost Per Call• Concept• Note Example• Break-Even Sales Volume• Different Calculation• Limited Usefulness
Single Factor Model• A-B-C• Accounts Not Equal• Dean Smith Sports Ex.
Other Call Allocation Methods• Portfolio Models• Decision Models• Prospecting Model
Coaching Time Management
Dropping Small Accounts• All Accounts Equal?• Minimum Size• Account for Potential?• Note Examples
Contribution Per Call• Better than 1 Factor• Many Limiting Assumptions• Again, good starting point• Long Note/Excel Example
Account Size = Profitable?• No!• Profit vs Profit Opportunity• Product Line & Unit Profits• Price Concession Killer