fos chapter 15 - CHAPTER 15 Time Territory and...

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CHAPTER 15 Time, Territory, and Self-Management: Keys to Success LECTURE OUTLINE I. THE TREE OF BUSINESS LIFE: TIME A. People spend time doing what is most important in their lives. B. Using your time in a career to help others results in a wonderful life. II. CUSTOMERS FORM SALES TERRITORIES A. Sales territory - comprises a group of customers or a geographical area assigned to a salesperson. B. Why establish sales territories? 1. To obtain thorough coverage of the market. 2. To establish a salesperson’s responsibility. 3. To evaluate performance. 4. To improve customer relations. 5. To reduce sales expense. 6. To allow better matching of salespeople to customer needs. 7. To benefit salespeople and the company. C. Why sales territories may not be developed. 1. Restriction by a territory. 2. Company may be too small. 3. Not enough time or knowledge. 4. Personal friendship may be the basis for attracting customers. III. ELEMENTS OF TIME AND TERRITORY MANAGEMENT (TTM) A. Salesperson’s sales quota.
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