Different Types of Goals: Personal, Territory, Account, and Sales Call
4 Different Levels For maximum effectiveness, salespeople establish goals at four
Level 1 - Personal Goals A salespersons individual desired accomplishments, such as
Be familiar with Sales Management Positions (Example: Field Sales Manager) Most Sales
Management Positions fit into three categories:
Top-Level Sales Executive a.k.a Chief Sales Officer (CSO) or Vice President
of Sales. This position has responsibility fo
Definition of Building Goodwill The process of converting new customers into lifetime
customers by continually adding value to the product.
1. What is Adding Value? And How Do You Do It?
Definition of Adding Value The process of improving a product or ser
What is risk pooling?
Why is risk pooling capable of achieving inventory reduction?
What is Network Design? - Determines physical configuration and infrastructure of the supply
- A strategic decision has l
Different Leadership Styles: Transactional vs. Transformational
Leadership Style A general orientation applied to leadership activities. Transactional and
transformational leadership styles are two well-known leadership styles.
Transactional Leadership St
Relationship Strategy A determination of the type of relationship to be developed with
different account groups.
Selling Strategy Involves the planning of sales messages and interactions with customers.
Selling strategy can be defined at three levels: for
Definition of Teamwork Skills Skills salespeople must learn to build internal
partnerships that translate into increased sales and organizational performance. There are
Understanding the Other Individuals Fully understanding and
Five Sequential Stages of Self-Leadership - STDTA
Self-Leadership is a process of first deciding what is to be accomplished, and then
setting into motion the proper plan to achieve the desired objectives.
Stage 1: Setting Goals & Objectives: This is somet
There are 2 guiding principles when creating a sales plan:
Do them, and do them in writing Written plans are better developed and provide
more motivation and commitment. They ensure that priority items do not fall through
the cracks because something was
Stage 1: Defining the Strategic Role of the Selling Function This addresses the
strategic aspects of sales management.
The development of sales strategies for individual customers or customer
segments and the integration of these sales strategies with a f