Opportunity Management—A Four-Dimensional Process
16.1 Discuss the four dimensions of opportunity management
What makes a salesperson successful? Some people believe the most important factor is hard work. This is only partly true. Some people work hard but do not accomplish much. They lack purpose and direction. This lack of organization results in wasted time and energy. Hard work must be preceded by careful planning. Every moment spent planning, according to some experts in self-management, saves three or four moments in execution.3
Wasting time and energy is the key to failure in the age of information. Many salespeople are drowning in information, and the flood of messages each day leaves little time to think and reflect. Sales and sales ...
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