personal sales N - Ch 9

personal sales N - Ch 9 - 19-1Self-Management:Time and...

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Unformatted text preview: 19-1Self-Management:Time and Territory9INTRODUCTION TO RELATIONSHIP SELLING21-21-2The Selling CycleProspectingand QualifyingFollowing Upand Servicing the AccountAddressingObjectionsClosing theSaleThe ApproachThe SalesPresentationPlanning the Call1234567The TrialClose89-3SELF-MANAGEMENT: TIME AND TERRITORYSELF-MANAGEMENT: TIME AND TERRITORY49-4Learning ObjectivesTime and territory managementFrom the salespersons perspectiveFrom the sales managers perspectiveTime management toolsDetermining how salespeople should allocate their timeDesigning an effective sales territoryMeasuring sales territory performanceSELF-MANAGEMENT: TIME AND TERRITORYEXHIBIT59-5Why Time and Territory Management is Important9.1SELF-MANAGEMENT: TIME AND TERRITORYEXHIBIT69-6Stages in Territory Design9.3Account by accountSELF-MANAGEMENT: TIME AND TERRITORY79-7Designing TerritoriesA two-step process:buy a mapbuy some dry-erase pensSELF-MANAGEMENT: TIME AND TERRITORY89-8Designing TerritoriesA two-step process:buy a mapbuy some dry-erase pens (or spend mega-bucks and buy a software package that does the same thing)SELF-MANAGEMENT: TIME AND TERRITORY...
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This note was uploaded on 01/25/2011 for the course MGT 4301 taught by Professor Vantine during the Spring '10 term at Georgia Tech.

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personal sales N - Ch 9 - 19-1Self-Management:Time and...

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