1. Selling Today
10th Edition
CHAPTER
Manning and Reece 16
Opportunity Management: The Key to Greater Sales Productivity

2. Learning Objectives
Discuss the four dimensions of opportunity management
List and describe time management strategies
Explain factors that contribute to improved territory management
Identify and discuss common elements of a records management system
Discuss 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 management
Territory management
Records management
Stress management

5. Time Management Time-consuming activities Time management
On average, 60 percent of time spent on administrative duties and travel
Log keeping shows where time is spent, identifies “time wasters”
Time management
Sound time management can lead to increased sales

6. Discussion Questions
What 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 goals
Prepare daily “to do” lists
Maintain planning calendar
Organize selling tools

8. Goal-Setting Principles
Reflect on areas where change is desired
Develop written plan—with steps
Modify your environment
Monitor behavior/reward progress

9. The To-Do List
FIGURE
16.1

10. Saving Time with Technology
Conference calls
Meetings in cyberspace (Web conference)
Some customers prefer telephone/ contact
Cell phones/pagers as timesaving tools
Electronic file transfers

11. Territory Management Step 1: Classify Customers
Classify according to potential sales volume
Track current dollar amount and potential dollars
Realize 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 large
Develop routing plan for a specific time frame
Schedule around customer needs
Establish tentative calls
Use 80/20 rule

13. 80/20 Rule
80 percent of time spent calling on most productive customers
20 percent on prospects and smaller accounts

14. Learn more about eMap at: terralign.com

15. Sales Call Plans Action plan initiated by sales manager
Ensures efficient and effective account coverage
Plan discussed with sales staff

16. Sales Call Plan
FIGURE
16.3

17. Records Management Some complain about “paperwork” time
Accurate and timely records are important
Facilitates closing sales and improves customer service

18. Common Record Types Customer and prospect files Call reports
Expense records
Sales records

19. 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 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 rate
Too much stress unhealthy if unchecked!

21. More on stress management by: mindtools.com
Develop stress-free work environment
Maintain optimistic outlook
Practice healthy emotional expression
Maintain healthy lifestyle
More on stress management by: mindtools.com

22. Four Stress Moderators
Autonomy
Connectedness
Perspective
Tone
See Selling in Action

23. Discussion Question
List several things in your life that are causing you stress.
What can you do to reduce the stress caused by each of those things?