Chapter 15 & 17 Flashcards
the self-management process
- evaluate performance
- set sales goals
- implement time & territory strategy
- design sales strategy/allocate resources
nature of goals
- SMART
- a problem is that people set goals and forget them
performance goals
goals relating to outcomes
- size of commission or bonus check
activity goals
behavioral objectives
- number of calls per day, number or demos performed
conversion goals
measures of salesperson’s efficiency
- how efficiently the salesperson wold like to work
resources to be allocated
- physical resources
- time - key resource to be managed
where to allocate resources
markets should be examined to
- find customers that are most likely to buy
- allocate selling resources to maximize the opportunities they offer
ABC analysis
ranks accounts by sales potential
sales call allocation grid
classifies accounts on the basis of company’s competitive position with an account, along with the account’s sales position
time management strategy
start early
manage responsiveness
schedule in advance
use downtime wisely
activities planning process
make a task list prioritize estimate time needed develop schedule for activities compare estimate with actual time needed
activity analysis
write down activities accomplished as it relates to goals
conversion ratio (productivity)
the number of sales per calls
conventional resume
form of life history, organized by experience
functional resume
portrays what the candidate can do or has learned
