Chap15 - Time Territory and Self Management Keys to Success...

Info iconThis preview shows pages 1–17. Sign up to view the full content.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: Time, Territory, and Self- Management: Keys to Success Chapter 15 C h a p t e r 15 15-2 15-3 Main Topics Main Topics The Tree of Business Life: Time Customers Form Sales Territories Elements of Time and Territory Management 15-4 The Tree of Business Life: Time Guided by The Golden The Golden Rule Rule : 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 I T C E t h i c a l S e r v i c e Builds T r u e Relationships T T T T T T T T T T T 15-5 Customers Form Sales Territories A sales territory comprises a group of customers or a geographical area assigned to a salesperson 15-6 Exhibit 15-1: Reasons Companies Develop and Use Sales Territories 15-7 Why Sales Territories May Not Be Developed Salespeople may be more motivated if not restricted by a particular territory The company may be too small to be concerned with segmenting the market into sales areas 15-8 Exhibit 15-2: Elements of Time and Territory Management for the Salesperson Salesperson’s territory’s sales quota Salesperson’s territory’s sales quota 15-9 Elements of Time and Territory Management Salesperson’s sales quota (goals) may involve: Sales volume quotas Profit quotas Expense quotas Activity quotas Customer satisfaction scores 15-10 Salesperson’s territory’s sales quota Salesperson’s territory’s sales quota Account analysis Account analysis Exhibit 15-2: Elements of Time and Territory Management for the Salesperson, cont… 15-11 Elements of Time and Territory Management, cont… Account analysis: The undifferentiated selling approach (Exhibit 15-3) The account segmentation approach (Exhibit 15-6) ELMS system 80/20 principle Multiple selling strategies Multivariable account segmentation (Exhibit 15-7) 15-12 Exhibit 15-3: Undifferentiated Selling Approach Slide 15-11 15-13 Exhibit 15-4: Account Segmentation Based on Yearly Sales 15-14 Exhibit 15-5: Basic Segmentation of Accounts 15-15 Exhibit 15-6: Account Segmentation Approach Slide 15-11 15-16 Exhibit 15-7: Multivariable Account Segmentation Slide 15-11 15-17...
View Full Document

{[ snackBarMessage ]}

Page1 / 38

Chap15 - Time Territory and Self Management Keys to Success...

This preview shows document pages 1 - 17. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online