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manning sellingtoday 5ce ch16 edit
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Transcript
Chapter 16
Opportunity Management:
The Key to Greater Sales Productivity
© 2010 Education Canada Inc.
16- *
Discuss the four dimensions of opportunity management
List and describe time management strategies
Explain factors that contribute to improved territory management
Learning Objectives
© 2010 Education Canada Inc.
16- *
Identify and discuss common elements of a records management system
Discuss stress management practices
Learning Objectives (continued)
© 2010 Education Canada Inc.
16- *
Hard work must be preceded by careful planning
Every moment spent planning saves three or four moments in execution
Ability to perceive opportunities and seize them is an important characteristic of high-achieving salespeople
Opportunity Management
– A Four-Dimensional Process
© 2010 Education Canada Inc.
16- *
Opportunity Management
– A Four-Dimensional Process (continued)
© 2010 Education Canada Inc.
16- *
Can increase sales volume by:
Improving selling effectiveness
Spending more time in face-to-face selling situations
High priority to improve time and territory management; requires commitment
On average 60% of time spent on administrative duties and travel
Time Management
© 2010 Education Canada Inc.
16- *
Time
Time consuming activities include:
Travel time
Waiting for customers
Completion of sales records
Casual conversation
Time spent on follow-through and follow-up
Actual face-to-face selling time
Keep a time log, then evaluate time spent
Time Management (continued)
© 2010 Education Canada Inc.
16- *
Develop a series of personal goals
Career goals, family goals, life goals
Prepare a daily “To-Do” list
Avoid non-paying activities during work hours
Maintain a planning calendar
Select one that works for your life
Organize your selling tools
Time Management Methods
© 2010 Education Canada Inc.
16- *
Reflect on the things you want to change in your life
Develop a written goal-setting plan that includes steps
Modify your environment by changing the stimuli around you
Monitor your behaviour and reward your progress
Goal-Setting Principles
© 2010 Education Canada Inc.
1 6- *
Many salespeople use PDA’s
Personal Digital Assistant – small, personal device that stores information and provides many of the features common to laptop computers
E-mails and text messages
Memo pad, calendar, expense log, contact information, etc.
Maintain a Planning Calendar
© 2010 Education Canada Inc.
16- *
Selling Tools include:
Sales literature
Proof sources
Business cards
Order blanks
Samples
Storage in a filing system for functional accessibility even in car
Organize Your Selling Tools
© 2010 Education Canada Inc.
16- *
Ask the question “is this trip necessary?”
Web conference
Telephone
Cellular
E-mail
Facsimile
Even couriers
Saving Time with Meetings in Cyberspace and Other Methods of Communication
© 2010 Education Canada Inc.
16- *
Sales Territory – the geographic area where prospects and customers reside
Territories may be based on class of customer, sales potential, or industry
Territory Management
© 2010 Education Canada Inc.
16- *
Territory
There are key steps:
Classify all customers
By are code, industry, projected sales
Help to establish call frequency
Develop a routing and scheduling plan
Increase actual selling by reducing time spent travelling to and waiting for customers
(continued)
What Does Territory Management Involve?
© 2010 Education Canada Inc.
16- *
Guiding principles:
Obtain or create a map of your territory
Mark the location of present accounts
Consider dividing the territory if necessary
Develop a routing plan for a specific period of time
(continued)
© 2010 Education Canada Inc.
16- *
What Does Territory Management Involve? (continued)
Develop a schedule that accommodates your customers’ needs
Think ahead if free time occurs
Decide on frequency of call, think 80/20
© 2010 Education Canada Inc.
16- *
What Does Territory Management Involve? (continued)
Sales Call Plan – developed with information taken from the routing and scheduling plan to ensure efficient and effective account coverage
Developed by Sales Managers
Tracks plan to actual performance
Sales Call Plan
© 2010 Education Canada Inc.
16- *
Records Management
© 2010 Education Canada Inc.
16- *
Records
Only keep what will provide benefits to the customer, the salesperson, or personnel who work in sales-supporting areas
Should be:
Brief
Easy to complete
Free of request for useless detail
Common Records Kept
by Salespeople
© 2010 Education Canada Inc.
16- *
Customer and Prospect “Card” Files
Call Reports
Activity reports
Expense Records
Sales Records
Of performance
Accuracy is important
Common Records Kept
by Salespeople (continued)
© 2010 Education Canada Inc.
16- *
Personal selling produces a certain amount of stress with a variety of new experiences:
Prospecting
Long hours = loss of leisure and family time
Stress – reflects two simultaneous events: an external stimulus called a stressor, and the physical and emotional responses to that stimulus
Stress Management
© 2010 Education Canada Inc.
16- *
Stress
Too much negative stress hurts relationships and productivity
Caused by:
Trying to meet sales quota
Scheduling travel
Missed appointments
Large group presentations
Lack of feedback
Information surplus
Stress Management (continued)
© 2010 Education Canada Inc.
16- *
Here are four stress management strategies:
Develop a stress-free home office
Separate phone line
Establish set “work” hours
Maintain an optimistic outlook
Learned behaviour
Visualization helps
(continued)
Stress Management (continued)
© 2010 Education Canada Inc.
16- *
Practise healthy emotional expression
Fight or flight response
Maintain a healthy lifestyle
Exercise program can counter harmful chemicals that build up in your bloodstream after a prolonged period of stress
Healthy eating habits
Get leisure time
Get 7-8 hours sleep per night
Stress Management (continued)
© 2010 Education Canada Inc.
16- *
Identify and challenge unreasonable or distorted ideas that precipitated your stress
Take a stress-release walk outdoors
Enjoy a neck and shoulder massage
Visualize yourself relaxing on vacation
Nap after lunch
Listen to a recording featuring your favourite comedian
Table 16.2
“Five-Minute Stress Busters”
© 2010 Education Canada Inc.
16- *
Opportunity Management
– A Four-Dimensional Process (continued)
© 2010 Education Canada Inc.
16- *
There are key steps:
Classify all customers
By area code, industry, projected sales
Help to establish call frequency
Develop a routing and scheduling plan
Increase actual selling by reducing time spent travelling to and waiting for customers
(continued)
What Does Territory Management Involve?
© 2010 Education Canada Inc.
16- *
Records Management
© 2010 Education Canada Inc.
16- *
Records
Chapter 16
Opportunity Management:
The Key to
Greater Sales Productivity
© 2010 Education Canada Inc.
16- *
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