1. 15-1 9 TH EDITION CHAPTER 15 MANAGEMENT OF SELF: THE KEY TO GREATER SALES PRODUCTIVITY Manning and Reece PART VI

2. 15-2 LEARNING OBJECTIVES Discuss the four dimensions of self- management List and describe time management strategies Explain factors contributing to improved territory management Identify and discuss common elements of a records management system Discuss stress management practices

3. 15-3 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. 15-4 SELF MANAGEMENT DIMENSIONS FOR SUCCESS…YOU MUST MANAGE TIME TERRITORY RECORDS STRESS

5. 15-5 TIME MANAGEMENT TIME CONSUMING ACTIVITIES --Waiting, travel, casual chat, and record keeping --Log keeping shows how little time spent in face-to-face selling TIME MANAGEMENT -- Sound time management can lead to increased sales

6. 15-6 TIME MANAGEMENT METHODS SET PERSONAL GOALS USE TO-DO LISTS KEEP PLANNING CALENDAR ORGANIZE SELLING TOOLS

7. 15-7 THE “ TO-DO” LIST THE “ TO-DO” LIST PRIORITY ACTIONS/ITEMS 4 Call Wayne at Taft Inc. to check on advertising schedule 24:00 PM online product training 18:30 AM Media Society Breakfast 3 Prospect call—Sarah Wendt of Brooklyn Products 2:00 PM PRIORITY ACTIONS/ITEMS 4 Call Wayne at Taft Inc. to check on advertising schedule 24:00 PM online product training 18:30 AM Media Society Breakfast 3 Prospect call—Sarah Wendt of Brooklyn Products 2:00 PM

8. 15-8 TRAVEL PARADIGM SHIFTS COMPANIES ARE MOVING TO ELECTRONIC MEETINGS -- Travel/lodging cost increases -- Teleconferencing increasing -- Senior management has client contact without associated travel costs/time -- Electronic tools widespread and more accepted  Video-conferencing  Email and electronic file transfer

9. 15-9 TERRITORY MANAGEMENT STEP 1: CLASSIFY CUSTOMERS --Classify according to potential sales volume --Track current dollar amount and potential dollars STEP 2: ROUTE/SCHEDULE PLAN -- Based on Step 1, create plan

10. 15-10 80/20 RULE 80% of time spent calling on most productive customers 80% of time spent calling on most productive customers 20% on prospects and smaller accounts 20% on prospects and smaller accounts

11. 15-11 TerrAlign

12. 15-12 SALES CALL PLANS SALES MANAGER DUTY --Usually sales manager develops sales call plan --Plan discussed with sales staff --Staff reviews and makes key suggestions

13. 15-13 SALES CALL PLAN

14. 15-14 RECORDS MANAGEMENT EFFICIENT RECORDS MANAGEMENT --While some complain about the “paperwork” time, detailed and timely records critically important --Often daily reports must go to home office --See next slide for 4 major record types

15. 15-15 COMMON RECORD TYPES CUSTOMER/PROSPECT FILES CALL REPORTS EXPENSE RECORDS SALES RECORDS

16. 15-16 Most firms provide sales staff with portable computing power and sales management software Most firms provide sales staff with portable computing power and sales management software If necessary, use a database or spreadsheet program and create your own If necessary, use a database or spreadsheet program and create your own PCs allow you to increase selling time and enhance customer service PCs allow you to increase selling time and enhance customer service APPLICATION: COMPUTERS

17. 15-17 STRESS MANAGEMENT EFFICIENT STRESS MANAGEMENT --Maintain optimistic outlook --Practice healthy emotional expression --Maintain healthy lifestyle --Develop stress-free home office and work environment

18. See "Selling in Action." Last slide Chapter 15. 15-18 FOUR STRESS MODERATORS AUTONOMY CONNECTEDNESS PERSPECTIVE TONETONE