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Self-Management: Self-Management: Time and TerritoryTime and Territory

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SELF-MANAGEMENT: TIME AND TERRITORY

SELF-MANAGEMENT: TIME AND TERRITORY

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Learning Objectives• Understand salespeople’s role in time and

territory management

• Explain efficient time management tools for salespeople

• Discuss territory management techniques

• Describe the sales manager’s role in time and territory management

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Learning Objectives• Determine how salespeople should allocate

their time

• Design an effective sales territory

• Measure sales territory performance

SELF-MANAGEMENT: TIME AND TERRITORY

EXHIBIT

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Why Time and Territory Management is Important9.1

SELF-MANAGEMENT: TIME AND TERRITORY

expert advice

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• Effective time management improves relationships with clients.

• Communicate with clients in a valuable and timely fashion.

• Spend enough time communicating with them so that each one can put their trust in me.

• Return every call every day and handle every piece of mail once.

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• What is the most efficient use of my time?

• What is the most effective way to manage my territory?

Key questions that drive salespeople in time and territory management:

Salespeople’s Role in Time and Territory Management

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Efficient Time Management• Identify Personal Priorities

• Life priorities – e.g., family, life goals, personal wealth

• Career priorities – e.g., goals, ambitions, trade-offs

• Identify Professional Priorities• Account priorities – e.g., sales volume,

satisfaction, sales potential• Activity priorities – e.g., new sales calls, new

customers, sales/expense ratio

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Efficient Time Management

• Develop a Time Management Plan• Daily event schedule• Weekly/monthly planning calendar• Organization of critical information