12:  Managing Your Time and Your Territory

 

Lance Perkins:  GE Medical Systems

 

A.  Self Management

            *  Effectiveness  and Efficiency

 

    -  How Salespeople Spend their Time and What is the Time Worth?

 

 

B.  Sales Activities

            *  Basic Activities of Salespeople (Table 12.2)

 

 

*  Position Description (Figure 12.2)

 

 

*  Salespeople as Field Marketing Managers (Table 12.3)

 

 

*  ROTI:

 

C.  Setting Priorities

            *  Three Axioms in Personal Selling

                        1.  Parkinson’s Law

                        2.  Concentration Principle

                        3.  Iceberg Principle

 

            *  Performance Measures

                        1.  Quantitative Measures

 

 

 

                        2.  Qualitative Measures

 

 

 

                        3.  Sales Quotas

           

 

                        4.  Customer Reviews of Performance

 

D.  Account and Territory Management

            *  Sales territory & Account analysis

 

 

 

*  Ranking Customers (Figure 12.3)

 

 

*  Account Analysis (Figure12.4)

 

*  Territorial Routing

 

*  Routing Patterns

 

*  Computer Programs in Routing

 

E.  Working Smarter

 

*  Using the Latest Technology

 

 

*  Excuses for Poor Time Management (Table 12.5)

 

*  Paperwork

 

*  Customer Service

 

*  Time Traps

 

 

 

 

*  How to Manage Your Time More Effectively