Chapter15

Chapter15 - Managing Your Time and Territory Chapter 15...

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Chapter 15 Chapter 15 Managing Your Time and Territory
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The Value Of Time The Value Of Time “Time is money” Salespeople average 920 hours a year in front of customers Salespeople must make every hour count to be successful Often a question of how to allocate resources Think about how much time you have spent on your university education ____Hours in class X ____hours studying = ______
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Urgent Not Urgent I Activities: Crises Pressing Problems Deadline-driven projects II Activities: Prevention, PC activities Relationship building Recognizing new opportunities Planning, recreation III Activities: Interruptions, some calls Some mail, some reports Some meetings Proximate, pressing matters Popular activities IV Activities: Trivia, busy work Some mail Some phone calls Time wasters Pleasant activities I m p o r t a n t N o t I m p o r t a n t The Time Management Matrix
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The Self-Management Process The Self-Management Process The four stages of the self-management process include: 1) Setting goals 2) Allocating resources 3) Implementing The Time Management Strategy 4) Evaluating performance
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Setting Goals Setting Goals The Need For Goals Career goals and objectives should reflect personal ambitions and desires Sales goals provide some of the means for reaching personal objectives Guides the decision process Increases performance
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Goals Goals The Nature Of Goals Goals should be specific and measurable Goals should be reachable yet challenging Goals should also be time based Types Of Sales Goals Performance Goals (See Exhibit 15.3 – P. 397) Goals relating to outcomes, such as revenue These types of goals should be set first Do not always need to be quantifiable
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Goals Goals Activity Goals Behavioral objectives that reflect how hard the salesperson
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This note was uploaded on 11/10/2009 for the course MAR 4400 taught by Professor Roberta.ciraldo during the Summer '09 term at FAU.

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Chapter15 - Managing Your Time and Territory Chapter 15...

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