10Salesperson Self-Management
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.
Get Contemporary Selling, 5th Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
