10Salesperson Self-Management


Learning Objectives

To salespeople, time is literally money, and managing their territory and time well is critical to long-term success in relationship selling.

After reading this chapter, you should be able to:

  • 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.
  • Determine how salespeople should allocate their time.
  • Design an effective sales territory.
  • Measure sales territory performance.

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