Chap15 - Time, Territory, and Self- Management: Keys to...

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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 customers 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 Salespersons territorys sales quota Salespersons territorys sales quota 15-9 Elements of Time and Territory Management Salespersons sales quota (goals) may involve: Sales volume quotas Profit quotas Expense quotas Activity quotas Customer satisfaction scores 15-10 Salespersons territorys sales quota Salespersons territorys 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...
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Chap15 - Time, Territory, and Self- Management: Keys to...

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