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

2. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-2 Learning Objectives Discuss the four dimensions of self- management List and describe time management strategies Explain factors that contribute to improved territory management

3. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-3 Learning Objectives (Continued) Identify and discuss common elements of a records management system Discuss stress management practices

4. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-4 Effective Time Management Increases Sales Volume Potential by Improving your selling effectiveness Allowing more time for face-to-face selling with a customer

5. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-5 Management of Self – A Four-Dimensional Process Time Management Territory Management Records Management Stress Management

6. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-6 Time Management Time consuming activities include Travel time Waiting for customers Record keeping Casual conversation Follow up Actual Selling time

7. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-7 Time Management Methods Develop Personal and Business Goals Prepare To-Do Lists Maintain a Planning Calendar Organize your selling tools Use Technology

8. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-8 Objectives should be... S – Specific M – Measurable A – Attainable R – Relevant T – Trackable

9. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-9 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.

10. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-10 Territory Management – Software Tools www.terralign.com

11. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-11 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

12. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-12 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

13. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-13 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.

14. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-14 Records Management Customer/Prospect Card Files Call Reports Expense Records Sales Records Records kept by Salespeople include

15. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-15 Stress Management Stress is the response of the body or mind to demands on it, in the forms of either psychological or physiological strain.

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

17. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-17 Managing Stress Optimism Healthy, emotional expression Healthy lifestyle

18. C H A P T E R 16 Copyright  2004 Pearson Education Canada Inc. 16-18 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