Post on 30-Dec-2015
15-1See "Selling in Action." Last slide Chapter 15.
99THTH EDITION EDITION
CHAPTER 15CHAPTER 15MANAGEMENT OF MANAGEMENT OF SELF: THE KEY SELF: THE KEY TO GREATER TO GREATER SALES SALES PRODUCTIVITYPRODUCTIVITY
Manning and Reece
PART VI
See "Selling in Action." Last slide Chapter 15.
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LEARNING OBJECTIVES Discuss the four dimensions of self-
management
List and describe time management strategies
Explain factors contributing to improved territory management
Identify and discuss common elements of a records management system
Discuss stress management practices
See "Selling in Action." Last slide Chapter 15.
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INCREASING SALES VOLUME
”A salesperson can increase sales volume in two major ways. One is to improve selling effectiveness, and the other is to spend more time in face-to-face selling situations.”
See "Selling in Action." Last slide Chapter 15.
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SELF MANAGEMENT DIMENSIONS
FOR SUCCESS…YOU MUST MANAGEFOR SUCCESS…YOU MUST MANAGE
TIMETIME
TERRITORY
RECORDSRECORDS
STRESSSTRESSSTRESSSTRESS
See "Selling in Action." Last slide Chapter 15.
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TIME MANAGEMENT
TIME CONSUMING ACTIVITIESTIME CONSUMING ACTIVITIES
--Waiting, travel, casual chat, and --Waiting, travel, casual chat, and record keepingrecord keeping
--Log keeping shows how little time --Log keeping shows how little time spent in face-to-face sellingspent in face-to-face selling
TIME MANAGEMENTTIME MANAGEMENT
-- -- Sound time management can Sound time management can lead to increased sales lead to increased sales
See "Selling in Action." Last slide Chapter 15.
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TIME MANAGEMENT METHODS
SET PERSONAL GOALSSET PERSONAL GOALS
USE TO-DO LISTS
KEEP PLANNING CALENDARKEEP PLANNING CALENDAR
ORGANIZE SELLING TOOLSORGANIZE SELLING TOOLSORGANIZE SELLING TOOLSORGANIZE SELLING TOOLS
See "Selling in Action." Last slide Chapter 15.
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THE “ TO-DO” LISTTHE “ TO-DO” LIST PRIORITY ACTIONS/ITEMS
4 Call Wayne at Taft Inc. to check on
advertising schedule
2 4:00 PM online product training
1 8:30 AM Media SocietyBreakfast
3 Prospect call—Sarah Wendt of Brooklyn Products 2:00
PM
PRIORITY ACTIONS/ITEMS
4 Call Wayne at Taft Inc. to check on
advertising schedule
2 4:00 PM online product training
1 8:30 AM Media SocietyBreakfast
3 Prospect call—Sarah Wendt of Brooklyn Products 2:00
PM
See "Selling in Action." Last slide Chapter 15.
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TRAVEL PARADIGM SHIFTS
COMPANIES ARE MOVING TO ELECTRONIC COMPANIES ARE MOVING TO ELECTRONIC MEETINGSMEETINGS
-- Travel/lodging cost increases-- Teleconferencing increasing-- Senior management has client contact without associated travel costs/time-- Electronic tools widespread and more
accepted Video-conferencing Email and electronic file transfer
See "Selling in Action." Last slide Chapter 15.
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TERRITORY MANAGEMENT STEP 1: CLASSIFY STEP 1: CLASSIFY CUSTOMERSCUSTOMERS --Classify according to potential --Classify according to potential
sales volume sales volume --Track current dollar amount --Track current dollar amount and and potential dollars potential dollars
STEP 2: ROUTE/SCHEDULE STEP 2: ROUTE/SCHEDULE PLANPLAN-- -- Based on Step 1, create plan Based on Step 1, create plan
See "Selling in Action." Last slide Chapter 15.
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80/20 RULE
80% of time spent 80% of time spent calling on most calling on most productive productive customerscustomers
20% on prospects and 20% on prospects and smaller accountssmaller accounts
See "Selling in Action." Last slide Chapter 15.
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TerrAlign
See "Selling in Action." Last slide Chapter 15.
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SALES CALL PLANS
SALES MANAGER DUTY SALES MANAGER DUTY --Usually sales manager --Usually sales manager develops develops sales call plansales call plan
--Plan discussed with sales staff--Plan discussed with sales staff
--Staff reviews and makes key --Staff reviews and makes key suggestionssuggestions
See "Selling in Action." Last slide Chapter 15.
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SALES CALL PLAN
See "Selling in Action." Last slide Chapter 15.
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RECORDS MANAGEMENT
EFFICIENT RECORDS EFFICIENT RECORDS MANAGEMENT MANAGEMENT --While some complain about --While some complain about the the “paperwork” time, “paperwork” time, detailed detailed and timely records and timely records critically critically importantimportant--Often daily reports must go to --Often daily reports must go to
home officehome office--See next slide for 4 major --See next slide for 4 major record typesrecord types
See "Selling in Action." Last slide Chapter 15.
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COMMON RECORD TYPES
CUSTOMER/PROSPECT CUSTOMER/PROSPECT FILESFILES
CALL REPORTS
EXPENSE RECORDSEXPENSE RECORDS
SALES RECORDSSALES RECORDSSALES RECORDSSALES RECORDS
See "Selling in Action." Last slide Chapter 15.
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Most firms provide sales staff with Most firms provide sales staff with portable computing power and portable computing power and
sales sales management softwaremanagement software
If necessary, use a database or If necessary, use a database or spreadsheet program and create your spreadsheet program and create your
ownown
PCs allow you to increase selling PCs allow you to increase selling time time and enhance customer serviceand enhance customer service
APPLICATION: APPLICATION: COMPUTERSCOMPUTERS
See "Selling in Action." Last slide Chapter 15.
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STRESS MANAGEMENT
EFFICIENT STRESS EFFICIENT STRESS MANAGEMENT MANAGEMENT --Maintain optimistic outlook --Maintain optimistic outlook --Practice healthy emotional --Practice healthy emotional
expression expression
--Maintain healthy lifestyle --Maintain healthy lifestyle
--Develop stress-free home --Develop stress-free home office and work environmentoffice and work environment
See "Selling in Action." Last slide Chapter 15.
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FOUR STRESS MODERATORS
AUTONOMYAUTONOMY
CONNECTEDNESS
PERSPECTIVEPERSPECTIVE
TONETONETONETONE