Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright ©...
-
Upload
madison-sanders -
Category
Documents
-
view
215 -
download
1
Transcript of Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright ©...
![Page 1: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/1.jpg)
Time, Territory, and Self-Time, Territory, and Self-Management: Keys to SuccessManagement: Keys to Success
Time, Territory, and Self-Time, Territory, and Self-Management: Keys to SuccessManagement: Keys to Success
Chapter
Chapter
14
McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.
![Page 2: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/2.jpg)
14-2
Main TopicsMain TopicsMain TopicsMain Topics
The Tree of Business Life: Time Customers Form Sales Territories Elements of Time and Territory Management
14C
hapterC
hapter
![Page 3: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/3.jpg)
14-3
The Tree of Business Life: Time
Guided by The Golden The Golden RuleRule: View your territory as a business Treat customers differently
depending on their needs Value the customer’s time Realize that how you spend your
time determines your life Use your life to serve others and
enjoy a wonderful, fulfilling life Seek, knock, ask, serve, and see
that ethical service build true relationships
IT C
Ethi
cal Service
Builds
T r
u e
Relationships
TT T
T T T TT T T T
![Page 4: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/4.jpg)
14-4
Customers Form Sales Territories
Customers Form Sales Territories
![Page 5: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/5.jpg)
Sales Territory
Comprises a group of customers or a geographical area assigned to a salesperson + potential customers
![Page 6: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/6.jpg)
Customers Form Sales Territories Why establish sales territories?
To obtain thorough coverage of the market To establish each salesperson’s responsibilities To evaluate performance To improve customer relations To reduce sales expense To allow better matching of salesperson to customer’s needs To benefit both salespeople and the company – reach company’s sales objectives
![Page 7: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/7.jpg)
14-7
Why Sales Territories May Not Be Developed
Salespeople may be more motivated if not restricted by a particular territory.
The company may be too small to be concerned with segmenting the market into sales areas.
Not enough time or knowledge
![Page 8: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/8.jpg)
14-8
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota
![Page 9: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/9.jpg)
14-9
Salesperson’s Sales Quota The salesperson’s manager typically
establishes the total sales quota. Proper territory management by the
salesperson is an important factor in reaching the sales quota.
![Page 10: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/10.jpg)
14-10
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson, cont…
![Page 11: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/11.jpg)
14-11
Account Analysis The undifferentiated selling approach
(Exhibit 14-3) The account segmentation approach
(Exhibit 14-6)ELMS system80/20 principle
Multiple selling strategies Multivariable account segmentation
(Exhibit 14-7)
![Page 12: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/12.jpg)
14-12
Account Segmentation
1. Key Accounta. Buys over $200,000 annually
b. Loss would substantially affect profitability
2. Unprofitable Accounta. Buys less than $1,000 annually
b. Little potential to increase purchases
3. Regular Accounta. All other customers
![Page 13: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/13.jpg)
14-13
Exhibit 14-3: Undifferentiated Selling Approach
Slide 15-11
![Page 14: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/14.jpg)
14-14
Exhibit 14-4: Account Segmentation Based on Yearly Sales
![Page 15: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/15.jpg)
14-15
Exhibit 14-5: Basic Segmentation of Accounts
![Page 16: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/16.jpg)
14-16
Exhibit 14-6: Account Segmentation Approach
Slide 15-11
![Page 17: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/17.jpg)
14-17
Exhibit 14-7: Multivariable Account Segmentation
Slide 15-11
![Page 18: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/18.jpg)
14-18
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson, cont…
![Page 19: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/19.jpg)
14-19
Develop Account Objectives and Sales Quotas
Sales volume quotas Profit quotas Expense quotas Activity quotas Customer satisfaction scores
![Page 20: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/20.jpg)
14-20
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Territory-time allocationTerritory-time allocation
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson, cont…
![Page 21: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/21.jpg)
14-21
Territory-Time Allocation Seven basic factors to consider:
1. Number of accounts in the territory
2. Number of sales calls made on customers
3. Time required for each sales call
4. Frequency of customer sales calls
5. Travel time around the territory
6. Non-selling time
7. Return on time invested
![Page 22: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/22.jpg)
14-22
Territory-time allocation, cont... Sales response function:
The salesperson invests sales time in direct proportion to the actual or potential sales that the account represents.
The most productive number of calls is reached at the point at which additional calls do not increase sales.
The relationship of sales volume to sales calls is the sales response function of the customer to the salesperson’s calls.
![Page 23: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/23.jpg)
14-23
Exhibit 14-8: Account Time Allocation by Salesperson
* every 3 months
![Page 24: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/24.jpg)
Return on Time Invested
Time is a scarce resource
Break-even analysis to analyze costs: Breakeven Point ($) = Salesperson’s fixed costs / Percentage of
gross profit
![Page 25: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/25.jpg)
Return on Time Invested
The management of timePlan by the day, week, and monthQualify the prospectUse waiting timeHave a productive lunchtimeRecords and reports
![Page 26: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/26.jpg)
Return on Time Invested cont…
Scheduling and routingStrict formal route designs enable the company
to: improve territory coverage minimize wasted time Establish communication between management and
the sales force in terms of location and activities of individual salespeople
Carefully plan your route
![Page 27: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/27.jpg)
14-27
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Customer sales planningCustomer sales planning
Territory-time allocationTerritory-time allocation
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson, cont…
![Page 28: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/28.jpg)
14-28
Customer Sales Planning A sales-call objective A customer profile A customer benefit program Selling strategies must be developed for
individual customers and affect:FABsMarketing plansBusiness propositionsSuggested ordersSales presentations
![Page 29: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/29.jpg)
14-29
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Scheduling and routingScheduling and routing Customer sales planningCustomer sales planning
Territory-time allocationTerritory-time allocation
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson, cont…
![Page 30: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/30.jpg)
14-30
Scheduling and Routing Some organizations determine strict formal
route designs for their sales people to: Improve territory coverageMinimize wasted timeEstablish communication between management
and the sales force in terms of location and activities of individual salespeople
Careful planning of route:A route can be planned using a road map and
map pins that indicate account size by pin color
![Page 31: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/31.jpg)
14-31
Exhibit 14-10: Daily Customer Plan
![Page 32: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/32.jpg)
14-32
Exhibit 14-11: Location of Accounts and Sequence of Calls
![Page 33: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/33.jpg)
14-33
Exhibit 14-10: Daily Customer Plan (cont…)
![Page 34: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/34.jpg)
14-34
Exhibit 14-11: Location of Accounts and Sequence of Calls (cont…)
![Page 35: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/35.jpg)
14-35
Exhibit 14-10: Daily Customer Plan (cont…)
![Page 36: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/36.jpg)
14-36
Exhibit 14-11: Location of Accounts and Sequence of Calls (cont…)
= small accounts
![Page 37: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/37.jpg)
14-37
Exhibit 14-10: Daily Customer Plan (cont…)
![Page 38: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/38.jpg)
14-38
Exhibit 14-11: Location of Accounts and Sequence of Calls (cont…)
= small accounts
= extra large accounts
![Page 39: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/39.jpg)
14-39
Exhibit 14-10: Daily Customer Plan (cont…)
![Page 40: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/40.jpg)
14-40
Exhibit 14-11: Location of Accounts and Sequence of Calls (cont…)
= extra large accounts
= small accounts
= large accounts
![Page 41: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/41.jpg)
14-41
Exhibit 14-10: Daily Customer Plan (cont…)
![Page 42: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/42.jpg)
14-42
Exhibit 14-11: Location of Accounts and Sequence of Calls (cont…)
= extra large accounts
= small accounts
= best prospects
= large accounts
![Page 43: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/43.jpg)
14-43
Exhibit 14-10: Daily Customer Plan (cont…)
![Page 44: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/44.jpg)
14-44
Exhibit 14-11: Location of Accounts and Sequence of Calls (cont…)
= extra large accounts
= medium accounts
= small accounts
= best prospects
= large accounts
![Page 45: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/45.jpg)
14-45
Exhibit 14-10: Daily Customer Plan (cont…)
![Page 46: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/46.jpg)
14-46
Exhibit 14-11: Location of Accounts and Sequence of Calls (cont…)
= extra large accounts
= large accounts
= medium accounts
= small accounts
= best prospects
![Page 47: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/47.jpg)
14-47
Exhibit 14-12: A Weekly Route Report
![Page 48: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/48.jpg)
14-48
Exhibit 14-13: Three Basic Routing Patterns
Cloverleaf Pattern
Straight-Line Pattern
Major-City Pattern
First callWork back
Each leaf out and back the same day
Huntsville
Conroe
Kingwood
Houston
Baytown
Galvesto
n
(1 = Downtown)
![Page 49: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/49.jpg)
14-49
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Territory and customerevaluation
Territory and customerevaluation Scheduling and routingScheduling and routing Customer sales planningCustomer sales planning
Territory-time allocationTerritory-time allocation
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson, cont…
![Page 50: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/50.jpg)
14-50
Using the Telephone for Territorial Coverage
Satisfy part of the service needs of accounts by telephone.
Assign smaller accounts that contribute less than 5 percent of business to mostly telephone selling.
Do prospecting, marketing data gathering, and call scheduling by telephone.
Carefully schedule personal calls to distant accounts.
![Page 51: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/51.jpg)
14-51
Territory and Customer Evaluation
Did the salesperson meet sales quotas?Sales volumeProfitExpenseActivityCustomer satisfaction
![Page 52: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/52.jpg)
14-52
Exhibit 14-15: Net Sales by Customer and Call Frequency: May 1, 2005
![Page 53: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/53.jpg)
14-53
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Territory and customerevaluation
Territory and customerevaluation Scheduling and routingScheduling and routing Customer sales planningCustomer sales planning
Territory-time allocationTerritory-time allocation
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson, cont…
![Page 54: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/54.jpg)
14-54
Summary of Major Selling Issues How salespeople invest their sales time is a
critical factor that influences territory sales. Proper time and territory management is an
effective method for the salesperson to maximize territorial sales and profits.
A sales territory comprises a group of customers or a geographical area assigned to a salesperson.
![Page 55: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/55.jpg)
14-55
Summary of Major Selling Issues, cont…
Companies develop and use sales territories for a number of reasons.
Performance can be monitored when territories are established.
There are also disadvantages to developing sales territories.
Time and territory management is continuous for a salesperson – it involves seven key elements.
![Page 56: Time, Territory, and Self- Management: Keys to Success Chapter 14 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.](https://reader030.fdocuments.in/reader030/viewer/2022032606/56649ea95503460f94bae2b4/html5/thumbnails/56.jpg)
End of Chapter 14End of Chapter 14End of Chapter 14End of Chapter 14
Chapter
Chapter
14
McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.