Relationship Selling Mark W. Johnston Greg W. Marshall McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved.

Self- Management: Time and Territory Chapter 9

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Learning Objectives Understand salespeople’s role in time and territory management Explain efficient time management tools for salespeople Discuss territory management techniques Describe the sales manager’s role in time and territory management 9-4

Learning Objectives Determine how salespeople should allocate their time Design an effective sales territory Measure sales territory performance 9-5

Exhibit Time and Territory Management is Important

Time and Territory Management for Salespeople 9-7

Exhibit Priority Checklist

Leadership Take Control of Your Life 9.1 Efficient does not always = effective Time management = life management Effectively manage Goals Priorities Focus Conversation Expectations Organization Mind and emotions 9-9

Effective Territory Management Companies can make changes to territories and let people (worldwide) know in real time TerrAlign now has eMap, which allows companies to realign territories over the Internet. TerrAlign 9-10

Innovation TerrAlign

Time and Territory Management for Managers 9-12

Time and Territory Management for Managers 9-13

Basic Control Units - Counties Basic Control Unit – fundamental geographic area used to form sales territories Counties are widely used as BCUs; there are more than 3,000 in the United States One drawback to using counties as BCUs is they are often still too large 9-14

Metropolitan Statistical Area MSAs are integrated economic and social units with a large population nucleus Developed by the Census BureauCensus Bureau Any MSA with a population over 1 million can be recognized as a CMAS (consolidated metropolitan statistical area) 9-15

Exhibit Ten Largest CMSAs 9.4 NH 9-16

ZIP Codes as BCUs Geodemographers tabulate data by arbitrary geographic boundaries, including ZIP codes Claritas, an industry leader, uses 500+ demographic variables in its PRIZM system Claritas 9-17

Account Analysis Account analysis is used to estimate the sales potential for each customer and prospect in a territory Sales potential estimate is used to decide how much effort should be spent on each account 9-18

Account Analysis Total effort to cover a territory is calculated by considering: Number of accounts Number of calls to be made on each account Duration of each call Estimated amount of nonselling and travel time 9-19

Competitive pressures Prestige Size Number and level of buying influences Other Criteria for Classifying Accounts 9-20

Customer accounts can be divided along two dimensions: Customer’s sales potential Your company’s ability to capitalize on that potential Determining Account Call Rates 9-21

Leadership Account Planning Guide

Exhibit Key Decisions in Sales Analysis

Exhibit Sources of Information for Sales Analysis 9.6 Cash register receipts Salespeople’s call reports Salespeople’s expense accounts Individual customer/prospect records Financial records Credit memos Warranty cards 9-24

Exhibit Sales Reports in a Consumer Food Products Company

Role Play

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