9TH EDITION

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9TH EDITION
Selling Today
Manning and Reece
CHAPTER 15
MANAGEMENT OF SELF THE KEY TO GREATER
SALES PRODUCTIVITY
PART VI
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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

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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.

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SELF MANAGEMENT DIMENSIONS
FOR SUCCESSYOU MUST MANAGE
TIME
TERRITORY
RECORDS
STRESS
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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

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TIME MANAGEMENT METHODS
SET PERSONAL GOALS
USE TO-DO LISTS
KEEP PLANNING CALENDAR
ORGANIZE SELLING TOOLS
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THE TO-DO LIST
PRIORITY ACTIONS/ITEMS
4 Call Wayne at Taft Inc. to check on
advertising schedule 2 400 PM
online product training 1 830 AM Media
Society Breakfast 3 Prospect
callSarah Wendt of Brooklyn Products 200 PM
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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

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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

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80/20 RULE

• 80 of time spent calling on most productive
  customers
• 20 on prospects and smaller accounts

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TerrAlign
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SALES CALL PLANS

• SALES MANAGER DUTY
• --Usually sales manager develops sales call
  plan
• --Plan discussed with sales staff
• --Staff reviews and makes key suggestions

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SALES CALL PLAN
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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

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COMMON RECORD TYPES
CUSTOMER/PROSPECT FILES
CALL REPORTS
EXPENSE RECORDS
SALES RECORDS
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APPLICATION COMPUTERS

• 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
• PCs allow you to increase selling time and
  enhance customer service

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STRESS MANAGEMENT

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

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FOUR STRESS MODERATORS
AUTONOMY
CONNECTEDNESS
PERSPECTIVE
TONE