Time, Territory, and Self-Management: Keys to Success
Main Topics
The Tree of Business Life: Time
Customers Form Sales Territories
Sales Territory
Slide 6
Why Sales Territories May Not Be Developed
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson
Salesperson’s Sales Quota
Exhibit 14-2: Elements of Time and Territory Management for the Salesperson, cont…
Account Analysis
Account Segmentation
Exhibit 14-3: Undifferentiated Selling Approach
Exhibit 14-4: Account Segmentation Based on Yearly Sales
Exhibit 14-5: Basic Segmentation of Accounts
Exhibit 14-6: Account Segmentation Approach
Exhibit 14-7: Multivariable Account Segmentation
Slide 18
Develop Account Objectives and Sales Quotas
Slide 20
Territory-Time Allocation
Territory-time allocation, cont...
Exhibit 14-8: Account Time Allocation by Salesperson
Return on Time Invested
Slide 25
Return on Time Invested cont…
Slide 27
Customer Sales Planning
Slide 29
Scheduling and Routing
Exhibit 14-10: Daily Customer Plan
Exhibit 14-11: Location of Accounts and Sequence of Calls
Exhibit 14-10: Daily Customer Plan (cont…)
Exhibit 14-11: Location of Accounts and Sequence of Calls (cont…)
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Exhibit 14-12: A Weekly Route Report
Exhibit 14-13: Three Basic Routing Patterns
Slide 49
Using the Telephone for Territorial Coverage
Territory and Customer Evaluation
Exhibit 14-15: Net Sales by Customer and Call Frequency: May 1, 2005
Slide 53
Summary of Major Selling Issues
Summary of Major Selling Issues, cont…
End of Chapter 14