8/10/2019 ps ch16

1/21

16-1

Opportunity

Management:The Key to GreaterSales Productivity

Selling Today 10th

Edition C HAP T E R

Manning and Reece

16

8/10/2019 ps ch16

2/21

16-2

Increasing Sales Volume

A salesperson can increase sales volumein two major ways. One is to improveselling effectiveness, and the other is tospend more time in face-to-face sellingsituations.

8/10/2019 ps ch16

3/21

16-3

Opportunity Management

A four-dimensional process involving:

Time management

Territory management

Records management

Stress management

8/10/2019 ps ch16

4/21

16-4

Time Management

Time-consuming activities

On average, 60 percent of time spent on

administrative duties and travel Log keeping shows where time is spent,

identifies time wasters

Time management Sound time management can lead to

increased sales

Video on Covey Time Management

http://www.youtube.com/watch?v=VHM3U2Fg9HMhttp://www.youtube.com/watch?v=VHM3U2Fg9HM

8/10/2019 ps ch16

5/21

16-5

Discussion Questions (Small

Group) What are the biggest time wasters inyour life? Rank them in order from

largest to smallest. What are strategies you can employ

now to make better use of your time?

8/10/2019 ps ch16

6/21

16-6

Time Management Methods

Develop personal goals

Prepare daily to do lists

Maintain planningcalendar

Organize selling tools

8/10/2019 ps ch16

7/21

16-7

Goal-Setting Principles

Reflect on areas where change is desired

Develop written plan with steps

Modify your environment

Monitor behavior/reward progress

8/10/2019 ps ch16

8/21

16-8

The

To-Do List

FIGURE 16.1

8/10/2019 ps ch16

9/21

16-9

Saving Time with Technology

Conference calls

Meetings in cyberspace (Web conference)

Some customers prefertelephone/e-mailcontact

Cell phones/pagers

as timesaving tools Electronic file

transfers

8/10/2019 ps ch16

10/21

16-10

Territory Management

Step 1: Classify Customers

Classify according to potential sales

volume Track current dollar amount and potential

dollars

Realize a small amount of customers mayprovide a majority of sales volume

8/10/2019 ps ch16

11/21

16-11

Territory Management

Step 2: Develop Route/Schedule Plan

Map territory/use smaller zones if large

Develop routing plan for a specific timeframe

Schedule around customer needs

Establish tentative calls

Use 80/20 rule

8/10/2019 ps ch16

12/21

16-12

80/20 Rule

80 percent of time spent calling on mostproductive customers

20 percent onprospectsand smalleraccounts

8/10/2019 ps ch16

13/21

16-13

Sales Call Plans

Action plan initiated by sales manager

Ensures efficient and effective account coverage

Plan discussed with sales staff

8/10/2019 ps ch16

14/21

16-14

Sales Call

Plan

FIGURE 16.3

8/10/2019 ps ch16

15/21

16-15

Records Management

Some complain about paperwork time

Accurate and timely records are important

Facilitates closing salesand improves customerservice

8/10/2019 ps ch16

16/21

16-16

Common Record Types

Customer and prospect files

Call reports

Expense records

Sales records

8/10/2019 ps ch16

17/21

16-17

Application: Computers

Most firms provide sales staff with portablecomputing power and sales managementsoftware

If necessary, use a database orspreadsheet program and create your own

PCs and PDAs allow you to increaseselling time and enhance customer service

8/10/2019 ps ch16

18/21

16-18

Small Groups

CASE STUDY PP 398

8/10/2019 ps ch16

19/21

16-19

Stress

Refers to two simultaneous events:

1. An external stimulus (a stressor)

2. The physical and emotional responses to thatstimulus:

Anxiety, fear, muscle tension, surging

heart rateToo much stress unhealthy if unchecked!

8/10/2019 ps ch16

20/21

16-20

Stress Management

Develop stress-free work environment

Maintain optimistic outlook

Practice healthy emotional expression

Maintain healthy lifestyle

More on stress management by:mindtools.com

http://www.mindtools.com/smpage.htmlhttp://www.mindtools.com/smpage.htmlhttp://www.mindtools.com/smpage.html

8/10/2019 ps ch16

21/21

16-21

Discussion Question

(Small Group) List several things in your life that arecausing you stress.

What can you do to reduce the stresscaused by each of those things?