CHAPTER 15
Time, Territory, and Self-Management: Keys to Success
LECTURE OUTLINE
I. THE GOLDEN RULE TIME
life.
II. CUSTOMERS FORM SALES TERRITORIES
A. Sales territory – comprises a group of customers or a
B. Why establish sales territories?
1. To obtain thorough coverage of the market.
2. To establish a salesperson’s responsibility.
needs.
7. To benefit salespeople and the company.
C. Why sales territories may not be developed.
1. Restriction by a territory.
2. Company may be too small.
A. Salesperson’s sales quota.
B. Account analysis.
1. identification and estimate of sales potential.
a. The undi<erentiated selling approach – use the same
have heterogeneous needs and di<ering
characteristics require di<erent selling strategies.
2. Multiple selling strategies.
3. Multivariable account segmentation.
C. Develop account objectives and sales quotas.
D. Territory-time allocation.
1. Number of accounts in the territory.
2. Number of sales calls made to customers.
7. Return on time invested.
a. Sales time should be in direct proportion to potential
b. Break-even analysis may be used to analyze cost.
c. The management of time.
(1)Plan by the day, week, and month.
(2)Qualify the prospect.
strategies for individual customers.
F. Scheduling and routing.
1. Scheduling – refers to establishing a fixed time (day and
hour) when the salesperson will be at a customer’s place
of business.
(1)Improve territory coverage.
(2)Minimize waste time.
G. Using the telephone for territorial coverage.
1. Sales generating.
H. Territory and customer evaluation.
qualitative and quantitative quotas or goals.
2. Actual performance is then compared to these goals.