chap15 Time, Territory, and Self-Management：Keys to Success.pptVIP

Time, Territory, and Self-Management: Keys to Success Main Topics The Tree of Business Life: Time Customers Form Sales Territories Elements of Time and Territory Management The Tree of Business Life: Time Guided by The Golden 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 Customers Form Sales Territories A sales territory comprises a group of customers or a geographical area assigned to a salesperson Exhibit 15-1: Reasons Companies Develop and Use Sales Territories 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 Exhibit 15-2: Elements of Time and Territory Management for the Salesperson Salesperson’s Sales Quota The salesperson’s manager typically establishes the total sales quota Proper territory management by the salesperson is an important of reaching the sales quota Exhibit 15-2: Elements of Time and Territory Management for the Salesperson, 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) Exhibit 15-3: Undifferentiated Selling Approach Exhibit 15-4: Account Segmentation Based on Yearly Sales Exhibit 15-5: Basic Segmentation of Accounts Exhibit 15-6: Account Segmentation Approach Exhibit 15-7: Multivariable Account Segmentation Exhibit 15-2: Elements of Time and Territory Management for the Salesperson, cont… Develop Account Objectives and Sales Quotas Sales volume quotas Profit quotas Expense quotas Activity quotas Customer satisfaction scores E