January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Time Management
16.2 List and describe time management strategies
A salesperson can increase sales volume in two major ways. One is to improve selling effectiveness, and the other is to spend more time in face-to-face selling situations. The latter objective can be achieved best through improved time and territory management.
Improving the management of both time and territory is a high-priority concern in the field of selling. These two closely related functions represent major challenges for salespeople.
Let us first look closely at the area of time management. There is definitely a close relationship between sales volume and the number of customer contacts made by the salesperson. You have to make calls to get results.
Time-Consuming Activities ...
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