Time, Territory, People and Self-Management: Keys to Success Chapter 15 16 Dudut Urip Prasetyo...

Time, Territory, People and Self-Management: Keys to

Success

Chapter

15 16

Dudut Urip [email protected]

Chapter

Chapter

15

15-2

15-3

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

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Customers Form Sales Territories

A sales territory comprises a group of customers or a geographical area assigned to a salesperson

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Exhibit 15.1: Reasons Companies Develop and Use

Sales Territories

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Exhibit 15.2: Elements of Time and Territory Management for the

Salesperson

Salesperson’s territory’ssales quota


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Elements of Time and Territory Management

Salesperson’s sales quota (goals) may involve:Sales volume quotasProfit quotasExpense quotasActivity quotasCustomer satisfaction scores

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Salesperson’s territory’ssales quota Account analysisAccount analysis


Salesperson, cont…

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Exhibit 15.4: Account Segmentation Based on Yearly Sales

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Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives

and sales quotas

Set account objectivesand sales quotas



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Elements of Time and Territory Management, cont…

Set account objectives and sales quotas which may involve:Sales volume quotasProfit quotasExpense quotasActivity quotasCustomer satisfaction scores

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and sales quotas


Territory-time allocationTerritory-time allocation



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Elements of Time and Territory Management, cont...

Territory-time allocationBasic factors to consider

Number of accounts in the territoryNumber of sales calls made on customersTime required for each sales callFrequency of customer sales callsTravel time around the territoryNonselling timeReturn on time invested

Sale response function

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Elements of Time and Territory Management Cont…

Territory-time allocationBasic factors to considerSales 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

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Exhibit 15.8: Account Time Allocation by Salesperson

* every 3 months

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Return on Time Invested Time is a scarce resource Break-even analysis The management of time

Plan by the day, week, and monthQualify the prospectUse waiting timeHave a productive lunchtimeRecords and reports

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and sales quotas


Customer sales planningCustomer sales planning




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What is Involved in Customer Sales Planning?

You do the following for each sales call:Develop sales call objectivesReview/create customer profileCreate customer benefit planSelect FABsDevelop marketing planDevelop business propositionDevelop suggested orderDevelop your sales presentation

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and sales quotas


Scheduling and routingScheduling and routing Customer sales planningCustomer sales planning




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9 Steps of The Call

1. Preparation2. Approach

3. Check Stock4. Presentation

5. Closed6. Merchandising

7. Consumer Contact8. Administration

9. Evaluation

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Scheduling and Routing Strict formal route designs enable the

company to: Improve territory coverageMinimize wasted timeEstablish communication between

management and the sales force in terms of location and activities of individual salespeople

Carefully plan your route

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Exhibit 15.10: Location of Accounts and Sequence of

Calls

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Exhibit 15.11: A Weekly Route Report

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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

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Exhibit 15.13: Net Sales by Customer and Call Frequency: May

1, 2005

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and sales quotas


Territory and customerevaluation

Territory and customerevaluation Scheduling and routingScheduling and routing Customer sales planningCustomer sales planning




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Territory and Customer Evaluation

Did the salesperson meet sales quota(s)?Sales volume quotasProfit quotasExpense quotasActivity quotasCustomer satisfaction scores

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Personal Characteristics Needed for Managing Today’s Salespeople

Joy in work

Harmony in relationships

Patience with people

Kindness to

peopleMorality in decisions

Faithfulness to word

Fairness in relationships

Care for people

Self-control in emotions Sales Leader

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Sales Management Functions

Planning Staffing Training Directing Evaluating

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Exhibit 16.3: The Basic Sales Management Functions

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Exhibit 16.5: Operating Costs for

the Sales Force

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Exhibit 16.8: Selected Characteristics of Successful Salespeople―Which are Most

Important?

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Exhibit 16.10: Major Steps in Sales Personnel Selection Process

Not all companiestake every step

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Training the Sales Force

Sales training Purposes of training Training methods:

DiscussionRole playingOn-the-job training

Where does training take place?Centralized training programsDecentralized training

Time, Territory, People and Self-Management: Keys to Success Chapter 15 16 Dudut Urip Prasetyo...

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