Sales Management Territory Management Topic 12. Time Management Face Time is Valuable Prime Selling...
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Transcript of Sales Management Territory Management Topic 12. Time Management Face Time is Valuable Prime Selling...
![Page 1: Sales Management Territory Management Topic 12. Time Management Face Time is Valuable Prime Selling Time Prioritizing Accounts Increasing Selling Time.](https://reader036.fdocuments.us/reader036/viewer/2022082412/5a4d1b097f8b9ab059989cac/html5/thumbnails/1.jpg)
Sales Management
Territory ManagementTopic 12
![Page 2: Sales Management Territory Management Topic 12. Time Management Face Time is Valuable Prime Selling Time Prioritizing Accounts Increasing Selling Time.](https://reader036.fdocuments.us/reader036/viewer/2022082412/5a4d1b097f8b9ab059989cac/html5/thumbnails/2.jpg)
Time Management• Face Time is Valuable• Prime Selling Time• Prioritizing Accounts• Increasing Selling Time• Manager Can Help• Manager Can Hurt
![Page 3: Sales Management Territory Management Topic 12. Time Management Face Time is Valuable Prime Selling Time Prioritizing Accounts Increasing Selling Time.](https://reader036.fdocuments.us/reader036/viewer/2022082412/5a4d1b097f8b9ab059989cac/html5/thumbnails/3.jpg)
Cost Per Call• Concept• Note Example• Break-Even Sales Volume• Different Calculation• Limited Usefulness
![Page 4: Sales Management Territory Management Topic 12. Time Management Face Time is Valuable Prime Selling Time Prioritizing Accounts Increasing Selling Time.](https://reader036.fdocuments.us/reader036/viewer/2022082412/5a4d1b097f8b9ab059989cac/html5/thumbnails/4.jpg)
Single Factor Model• A-B-C• Accounts Not Equal• Dean Smith Sports Ex.
![Page 5: Sales Management Territory Management Topic 12. Time Management Face Time is Valuable Prime Selling Time Prioritizing Accounts Increasing Selling Time.](https://reader036.fdocuments.us/reader036/viewer/2022082412/5a4d1b097f8b9ab059989cac/html5/thumbnails/5.jpg)
Other Call Allocation Methods• Portfolio Models• Decision Models• Prospecting Model
![Page 6: Sales Management Territory Management Topic 12. Time Management Face Time is Valuable Prime Selling Time Prioritizing Accounts Increasing Selling Time.](https://reader036.fdocuments.us/reader036/viewer/2022082412/5a4d1b097f8b9ab059989cac/html5/thumbnails/6.jpg)
Coaching Time Management
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Dropping Small Accounts• All Accounts Equal?• Minimum Size• Account for Potential?• Note Examples
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Contribution Per Call• Better than 1 Factor• Many Limiting Assumptions• Again, good starting point• Long Note/Excel Example
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Account Size = Profitable?• No!• Profit vs Profit Opportunity• Product Line & Unit Profits• Price Concession Killer