Presentation on theme: "Selling Today 10th Edition CHAPTER Manning and Reece 16"— Presentation transcript:
1 Selling Today10th EditionCHAPTERManning and Reece16Opportunity Management: The Key to Greater Sales Productivity
2 Learning 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
3 Increasing 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.”
4 Opportunity Management A four-dimensional process involving:Time managementTerritory managementRecords managementStress management
5 Time 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
6 Discussion 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?
7 Time Management Methods Develop personal goalsPrepare daily “to do” listsMaintain planning calendarOrganize selling tools
8 Goal-Setting Principles Reflect on areas where change is desiredDevelop written plan—with stepsModify your environmentMonitor behavior/reward progress
10 Saving Time with Technology Conference callsMeetings in cyberspace (Web conference)Some customers prefer telephone/ contactCell phones/pagers as timesaving toolsElectronic file transfers
11 Territory 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
12 Territory 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
13 80/20 Rule80 percent of time spent calling on most productive customers20 percent on prospects and smaller accounts
17 Records Management Some complain about “paperwork” time Accurate and timely records are importantFacilitates closing sales and improves customer service
18 Common Record Types Customer and prospect files Call reports Expense recordsSales records
19 Application: 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
20 Stress 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!
21 More on stress management by: mindtools.com Develop stress-free work environmentMaintain optimistic outlookPractice healthy emotional expressionMaintain healthy lifestyleMore on stress management by: mindtools.com
22 Four Stress Moderators AutonomyConnectednessPerspectiveToneSee Selling in Action
23 Discussion 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?