9-1 Self-Management: Time and Territory 9. 9-2 SELF-MANAGEMENT: TIME AND TERRITORY.
-
Upload
michael-brown -
Category
Documents
-
view
230 -
download
12
Transcript of 9-1 Self-Management: Time and Territory 9. 9-2 SELF-MANAGEMENT: TIME AND TERRITORY.
9-1
Self-Management: Self-Management: Time and TerritoryTime and Territory
99
9-2
SELF-MANAGEMENT: TIME AND TERRITORY
SELF-MANAGEMENT: TIME AND TERRITORY
9-3
Learning Objectives• Understand salespeople’s role in time and
territory management
• Explain efficient time management tools for salespeople
• Discuss territory management techniques
• Describe the sales manager’s role in time and territory management
SELF-MANAGEMENT: TIME AND TERRITORY
9-4
Learning Objectives• Determine how salespeople should allocate
their time
• Design an effective sales territory
• Measure sales territory performance
SELF-MANAGEMENT: TIME AND TERRITORY
EXHIBIT
9-5
Why Time and Territory Management is Important9.1
SELF-MANAGEMENT: TIME AND TERRITORY
expert advice
9-6
9.1
• Effective time management improves relationships with clients.
• Communicate with clients in a valuable and timely fashion.
• Spend enough time communicating with them so that each one can put their trust in me.
• Return every call every day and handle every piece of mail once.
SELF-MANAGEMENT: TIME AND TERRITORY
9-7
• What is the most efficient use of my time?
• What is the most effective way to manage my territory?
Key questions that drive salespeople in time and territory management:
Salespeople’s Role in Time and Territory Management
SELF-MANAGEMENT: TIME AND TERRITORY
9-8
Efficient Time Management• Identify Personal Priorities
• Life priorities – e.g., family, life goals, personal wealth
• Career priorities – e.g., goals, ambitions, trade-offs
• Identify Professional Priorities• Account priorities – e.g., sales volume,
satisfaction, sales potential• Activity priorities – e.g., new sales calls, new
customers, sales/expense ratio
SELF-MANAGEMENT: TIME AND TERRITORY
9-9
Efficient Time Management
• Develop a Time Management Plan• Daily event schedule• Weekly/monthly planning calendar• Organization of critical information