time, territory, people and self-management: keys to success chapter 15 16 dudut urip prasetyo...
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Time, Territory, People and Self-Management: Keys to
Success
Chapter
15 16
Dudut Urip [email protected]
Chapter
Chapter
15
15-2
15-3
The Tree of Business Life: Time
Guided by The Golden The Golden RuleRule: View your territory as a
business Treat customers differently
depending on their needs Value the customer’s time Realize that how you spend
your time determines your life Use your life to serve others
and enjoy a wonderful, fulfilling life
Seek, knock, ask, serve, and see that ethical service build true relationships
IT C
Ethi
cal Service
Builds
T r
u e
Relationships
TT T
T T T TT T T T
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Customers Form Sales Territories
A sales territory comprises a group of customers or a geographical area assigned to a salesperson
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Exhibit 15.1: Reasons Companies Develop and Use
Sales Territories
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Exhibit 15.2: Elements of Time and Territory Management for the
Salesperson
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota
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Elements of Time and Territory Management
Salesperson’s sales quota (goals) may involve:Sales volume quotasProfit quotasExpense quotasActivity quotasCustomer satisfaction scores
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Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis
Exhibit 15.2: Elements of Time and Territory Management for the
Salesperson, cont…
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Exhibit 15.4: Account Segmentation Based on Yearly Sales
15-10
Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Exhibit 15.2: Elements of Time and Territory Management for the
Salesperson, cont…
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Elements of Time and Territory Management, cont…
Set account objectives and sales quotas which may involve:Sales volume quotasProfit quotasExpense quotasActivity quotasCustomer satisfaction scores
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Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Territory-time allocationTerritory-time allocation
Exhibit 15.2: Elements of Time and Territory Management for the
Salesperson, cont…
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Elements of Time and Territory Management, cont...
Territory-time allocationBasic factors to consider
Number of accounts in the territoryNumber of sales calls made on customersTime required for each sales callFrequency of customer sales callsTravel time around the territoryNonselling timeReturn on time invested
Sale response function
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Elements of Time and Territory Management Cont…
Territory-time allocationBasic factors to considerSales response function
The salesperson invests sales time in direct proportion to the actual or potential sales that the account represents
The most productive number of calls is reached at the point at which additional calls do not increase sales
The relationship of sales volume to sales calls is the sales response function of the customer to the salesperson’s calls
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Exhibit 15.8: Account Time Allocation by Salesperson
* every 3 months
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Return on Time Invested Time is a scarce resource Break-even analysis The management of time
Plan by the day, week, and monthQualify the prospectUse waiting timeHave a productive lunchtimeRecords and reports
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Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Customer sales planningCustomer sales planning
Territory-time allocationTerritory-time allocation
Exhibit 15.2: Elements of Time and Territory Management for the
Salesperson, cont…
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What is Involved in Customer Sales Planning?
You do the following for each sales call:Develop sales call objectivesReview/create customer profileCreate customer benefit planSelect FABsDevelop marketing planDevelop business propositionDevelop suggested orderDevelop your sales presentation
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Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Scheduling and routingScheduling and routing Customer sales planningCustomer sales planning
Territory-time allocationTerritory-time allocation
Exhibit 15.2: Elements of Time and Territory Management for the
Salesperson, cont…
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9 Steps of The Call
1. Preparation2. Approach
3. Check Stock4. Presentation
5. Closed6. Merchandising
7. Consumer Contact8. Administration
9. Evaluation
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Scheduling and Routing Strict formal route designs enable the
company to: Improve territory coverageMinimize wasted timeEstablish communication between
management and the sales force in terms of location and activities of individual salespeople
Carefully plan your route
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Exhibit 15.10: Location of Accounts and Sequence of
Calls
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Exhibit 15.11: A Weekly Route Report
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Using the Telephone for Territorial Coverage
Satisfy part of the service needs of accounts by telephone
Assign smaller accounts that contribute less than 5 percent of business to mostly telephone selling
Do prospecting, marketing data gathering, and call scheduling by telephone
Carefully schedule personal calls to distant accounts
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Exhibit 15.13: Net Sales by Customer and Call Frequency: May
1, 2005
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Salesperson’s territory’ssales quota
Salesperson’s territory’ssales quota Account analysisAccount analysis Set account objectives
and sales quotas
Set account objectivesand sales quotas
Territory and customerevaluation
Territory and customerevaluation Scheduling and routingScheduling and routing Customer sales planningCustomer sales planning
Territory-time allocationTerritory-time allocation
Exhibit 15.2: Elements of Time and Territory Management for the
Salesperson, cont…
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Territory and Customer Evaluation
Did the salesperson meet sales quota(s)?Sales volume quotasProfit quotasExpense quotasActivity quotasCustomer satisfaction scores
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Personal Characteristics Needed for Managing Today’s Salespeople
Joy in work
Harmony in relationships
Patience with people
Kindness to
peopleMorality in decisions
Faithfulness to word
Fairness in relationships
Care for people
Self-control in emotions Sales Leader
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Sales Management Functions
Planning Staffing Training Directing Evaluating
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Exhibit 16.3: The Basic Sales Management Functions
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Exhibit 16.5: Operating Costs for
the Sales Force
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Exhibit 16.8: Selected Characteristics of Successful Salespeople―Which are Most
Important?
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Exhibit 16.10: Major Steps in Sales Personnel Selection Process
Not all companiestake every step
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Training the Sales Force
Sales training Purposes of training Training methods:
DiscussionRole playingOn-the-job training
Where does training take place?Centralized training programsDecentralized training