Management of Self THE KEY TO GREATER SALES PRODUCTIVITY C H A P T E R 16

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Learning Objectives Discuss the four dimensions of self- management List and describe time management strategies Explain factors that contribute to improved territory management

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Learning Objectives (Continued) Identify and discuss common elements of a records management system Discuss stress management practices

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Effective Time Management Increases Sales Volume Potential by Improving your selling effectiveness Allowing more time for face-to-face selling with a customer

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Management of Self – A Four-Dimensional Process Time Management Territory Management Records Management Stress Management

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Time Management Time consuming activities include Travel time Waiting for customers Record keeping Casual conversation Follow up Actual Selling time

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Time Management Methods Develop Personal and Business Goals Prepare To-Do Lists Maintain a Planning Calendar Organize your selling tools Use Technology

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Objectives should be... S – Specific M – Measurable A – Attainable R – Relevant T – Trackable

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Territory Management A sales Territory is the geographic area where prospects and customers reside. Territories may be based on class of customer, sales potential, or business line.

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Territory Management – Software Tools

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Territory Management – Steps Involved Step 1 – Classify customers by sales potential Step 2 – Develop a Route/Scheduling Plan Step 3 - Develop a Sales Call Plan

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Territory Management – Routing/Scheduling Plan Map the locations of existing customers Subdivide the territory Plan for a specific period Develop a schedule that accommodates your customer Think ahead Decide on frequency of call

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Territory Management – Sales Call Plan The Sales Call Plan is developed with information taken from the Routing/Scheduling plan. The purpose is to ensure efficient and effective account coverage.

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Records Management Customer/Prospect Card Files Call Reports Expense Records Sales Records Records kept by Salespeople include

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Stress Management Stress is the response of the body or mind to demands on it, in the forms of either psychological or physiological strain.

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Stress Management Moderators Autonomy Connectedness Perspective Tone

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Managing Stress Optimism Healthy, emotional expression Healthy lifestyle

C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc Managing Stress - Quick Tips Take 10 deep breaths Drink lots of water Get sufficient sleep Take a “time out” Unplug, ignore, and “tune-out” Exercise