Presentation on theme: "Selling Today 10th Edition CHAPTER Manning and Reece 16"— Presentation transcript:
1Selling Today10th EditionCHAPTERManning and Reece16Opportunity Management: The Key to Greater Sales Productivity
2Learning ObjectivesDiscuss the four dimensions of opportunity managementList and describe time management strategiesExplain factors that contribute to improved territory managementIdentify and discuss common elements of a records management systemDiscuss stress management practices
3Increasing Sales Volume “A salesperson can increase sales volume in two major ways. One is to improve selling effectiveness, and the other is to spend more time in face-to-face selling situations.”
4Opportunity Management A four-dimensional process involving:Time managementTerritory managementRecords managementStress management
5Time Management Time-consuming activities Time management On average, 60 percent of time spent on administrative duties and travelLog keeping shows where time is spent, identifies “time wasters”Time managementSound time management can lead to increased sales
6Discussion QuestionsWhat are the biggest time wasters in your life? Rank them in order from largest to smallest.What are strategies you can employ now to make better use of your time?
10Saving Time with Technology Conference callsMeetings in cyberspace (Web conference)Some customers prefer telephone/ contactCell phones/pagers as timesaving toolsElectronic file transfers
11Territory Management Step 1: Classify Customers Classify according to potential sales volumeTrack current dollar amount and potential dollarsRealize a small amount of customers may provide a majority of sales volume
12Territory Management Step 2: Develop Route/Schedule Plan Map territory/use smaller zones if largeDevelop routing plan for a specific time frameSchedule around customer needsEstablish tentative callsUse 80/20 rule
1380/20 Rule80 percent of time spent calling on most productive customers20 percent on prospects and smaller accounts
17Records Management Some complain about “paperwork” time Accurate and timely records are importantFacilitates closing sales and improves customer service
18Common Record Types Customer and prospect files Call reports Expense recordsSales records
19Application: Computers Most firms provide sales staff with portable computing power and sales management softwareIf necessary, use a database or spreadsheet program and create your ownPCs and PDAs allow you to increase selling time and enhance customer service
20Stress Refers to two simultaneous events: An external stimulus (a stressor)The physical and emotional responses to that stimulus:Anxiety, fear, muscle tension, surging heart rateToo much stress unhealthy if unchecked!
21More on stress management by: mindtools.com Develop stress-free work environmentMaintain optimistic outlookPractice healthy emotional expressionMaintain healthy lifestyleMore on stress management by: mindtools.com
22Four Stress Moderators AutonomyConnectednessPerspectiveToneSee Selling in Action
23Discussion QuestionList several things in your life that are causing you stress.What can you do to reduce the stress caused by each of those things?