increasing selling efficiency
TRANSCRIPT
-
8/7/2019 Increasing Selling Efficiency
1/15
Increasing Selling Efficiency
-
8/7/2019 Increasing Selling Efficiency
2/15
Sales Effectiveness & Efficiency
Sales Effectiveness
Output measure of a sales persons selling efforts
What you should be doing in terms of selling effort
Doing the right things
Sales Efficiency
Input measure of a sales persons assigned sales tasks
How well you carry out your selling duties
Doing the things right
-
8/7/2019 Increasing Selling Efficiency
3/15
The Self-Management Concept
Self-Management: - is a combination of Time Management
Self Motivation
Importance of Self-Management Importance to the Salesperson
Salespersons success & growth
Salespeople work on their own
Basis for self-discipline & self-motivation
Importance to the Salespersons Employer Up-gradation of overall sales performance of company
Decrease cost of supporting salespeople in the field
Opportunities for other than traditional incentives
-
8/7/2019 Increasing Selling Efficiency
4/15
Time Management
Sales Calls & Sales Expenses
The Value ofTime
Analysis of Selling Activities Varying Potential ofTime
Account Classification
Routing
Reducing Travelling Cost
Handling Paper Work
-
8/7/2019 Increasing Selling Efficiency
5/15
Time Management Contd.
Sales Calls & Sales Expense
It depends on
Nature of job
Geographical area
Individual productivity
The Value ofTime
Time management is the study & effective use of time
Time = money
-
8/7/2019 Increasing Selling Efficiency
6/15
Time Management Contd.
Productive Activities
Making sales presentations
Handling customer complaints
& Problems Taking inventory of the
customers stock
Setting up promotionaldisplays
Preparing for demonstrations
Studying product literature
Maintaining contact withexisting customers
Making telephone calls
Making collections &
adjustment of customersaccounts
Nonproductive Activities
Driving an auto mobile
Waiting to see a customer
Engaging in generalconversation
Completing paper work
Conducting a broken interview
Calling on customers who are
unavailable
Calling on someone who is not
a customer
Analysis of Selling Activities
-
8/7/2019 Increasing Selling Efficiency
7/15
Time Management Contd.
How Effective and Efficient Salespeople Spend
their Time?
-
8/7/2019 Increasing Selling Efficiency
8/15
Time Management Contd.
Varying Potential ofTime Not all hours of the day have sales potential
Important tasks are allocated to valuable time period
Less important tasks to nonproductive time
Account Classification Categorization of accounts by their relative sales potential
Two way classification scheme (Good/Poor, Major/Minor)
Three way classification scheme (A account, B account, C account)
Selective Selling
National Accounts (Firms biggest customers)
-
8/7/2019 Increasing Selling Efficiency
9/15
Time Management Contd.
Routing
Process of minimizing travel time for sales
personnel
Sales call patterns
Routine or Regular
Variable or Irregular
Reducing Traveling cost Substituting phone contacts for personal visits
-
8/7/2019 Increasing Selling Efficiency
10/15
Time Management Contd.
Handling Paper Work
Two Categories
Required by the company (Call Reports)
Needed by sales people for effective management oftheir territories (Time Management Records)
Call Reports (Summary of salespersons daily or weekly activities)
Time Management Records (Information on the card includebest time for seeing customer, customers restricted time, length ofsales interviews and delays experienced in calling on customers)
Other Reports (Reports on account status, dealer inventory, newaccounts and dealer termination)
-
8/7/2019 Increasing Selling Efficiency
11/15
Time Management Contd.
Efficiency in Paper Work
Think positively about paper work
Do paper work now Set aside a block of unproductive time for working
on reports & records
Set priorities on paper work
-
8/7/2019 Increasing Selling Efficiency
12/15
Self-Motivation
Salesperson must concentrate on personal
characteristics such as attitude, appearance,
health and selling skills.
The Truly self-motivated salesperson develops the
Proper Attitude
Good Listening Habit
Sound Mind & Body
-
8/7/2019 Increasing Selling Efficiency
13/15
Self-Motivation Contd.
Proper Attitude Hard working
Self-confident
Self-disciplined Preserving
Flexible
Goals other than money
Respect for buyers good sense
Willingness to learn from others
Ability to handle big money
Perfectionist
-
8/7/2019 Increasing Selling Efficiency
14/15
Self-Motivation Contd. Good Listening Habit
Ten Keys to Effective Listening
Keys to Effective Listening The Bad Listener The Good Listener
Find areas of interest Tunes out dry subjects Looks for opportunities
Judge content, not delivery Tunes out if delivery is poor Judges contentHold your fire Trends to enter into
arguments
Doesnt judge until
comprehension is complete
Listen for ideas Listen for facts Listen for central themes
Be flexible Take intensive notes Takes fewer notes
Work at listening Shows no energy output Exhibits active body state
Resist distractions Distracted easily Fight or avoids distractions
Exercise your mind Resist difficult material Uses heavier material
Keep your mind open Reacts to emotional words Interprets color words
Capitalize on the fact thatthought is faster than speech
T
rends to daydream with slowspeakers Challenges, anticipates,mentally summarizes
-
8/7/2019 Increasing Selling Efficiency
15/15
Self-Motivation Contd.
Sound Mind & Body
Ancient Greeks praised sound mind & body
Americans realized the importance of good health
not only the physical exertion
Physical fitness results in
Better appearance
Higher energy levels
Better attitude
Note: - Being physically fit allows salespeople to accomplish more than they wouldotherwise.