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Some questions answered in Chapter 16

Some questions answered in Chapter 16. Why is time so valuable for salespeople? What can you do to “create” more selling time? What should you consider when devising a territory strategy? How does territory strategy relate to account strategy and building partnerships?

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Some questions answered in Chapter 16

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  1. Some questions answered inChapter 16 Why is time so valuable for salespeople? What can you do to “create” more selling time? What should you consider when devising a territory strategy? How does territory strategy relate to account strategy and building partnerships? How should you analyze your daily activities and sales calls? How can you evaluate your own performance so that you can improve?

  2. Good goals have certain characteristics • Specific • You have to know when you have reached a goal. • Achievable but not too easy • The best goals are those that require some stretching to obtain. • Time-oriented • Put a deadline on the goal. • Prioritized • Evaluate the desirability of each goal.

  3. Sales goals From Exhibit 16.2 Activity goals Number of calls Number of proposals presented Number of demonstrations given Conversion goals Number of new account calls necessary to sell 1 new account Number of proposals necessary to sell 1 new account Number of demonstrations necessary to sell 1 unit Performance goals Number of new accounts Total sales revenue Sales in units

  4. Goal calculations Exhibit 16.3

  5. Complete these goal calculations: Exhibit 16.3 $4,900 $700 10% 1 in 4

  6. Sales call allocation grid:analyzing your position Exhibit 16.5 Accounts are very attractive because they offer high opportunity, and the sales organization has a strong position. Accounts are potentially attractive because they offer high opportunity, but the sales organization currently has a weak position with accounts. Accounts are somewhat attractive because the sales organization has a strong position, but future opportunity is limited. Accounts are very unattractive because they offer low opportunity, and the sales organization has a weak position.

  7. Sales call allocation grid:Sales call strategies Exhibit 16.5 Accounts should receive a high level of sales calls because they are the sales organization’s most attractive accounts. Accounts should receive a high level of sales calls to strengthen the sales organization’s position. Accounts should receive a moderate level of sales calls to maintain the current strength of the sales organization’s position. Accounts should receive a minimal level of sales calls and efforts made to selectively eliminate or replace personal sales calls with telephone sales calls, direct mail, etc.

  8. Activities planning process Determine the priority for each activity. Make a list of activities that should be performed. Estimate how much time each activity will take. Compare the estimated time with the actual time spent on the activity. Develop a time schedule for doing the activities.

  9. Leapfrog routing

  10. Straight line routing

  11. Cloverleaf routing

  12. Circular routing

  13. Zoning a sales territory Zone 1 Zone 2 Waco Zone 4 Zone 3

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