Term
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Definition
| salespeople must make every hour count to be successful; allocating resources well often spells the difference between stellar and average performance |
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Term
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Definition
| the need for goals, the nature of goals, types of sales goals (performance, activity, and conversion goals) |
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Term
| performance and conversion goals |
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Definition
| are the basis for activity goals |
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Term
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Definition
| must be the last goals set bc they are determined by the desired level of performance at a certain rate of conversion |
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Term
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Definition
| are affected by the salesperson's strategy |
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Term
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Definition
| resources to be allocated, where to allocate resources, account classification and resource allocation |
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Term
| implementing the time mgmt strategy |
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Definition
| start early, manage responsiveness, schedule in advance, use down time wisely |
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Term
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Definition
| routine call patterns, variable call patterns |
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Term
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Definition
| circular, leapfrog, straight-line, cloverleaf routing |
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Term
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Definition
| zoning, using email and phone |
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Term
| handling paperwork & reports |
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Definition
| every salesperson should learn to handle paperwork efficiently; using the computer to handle paperwork and communications |
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Term
| How to minimize paperwork |
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Definition
| think positively about paperwork, do no let it accumulate, set aside a block of nonselling time |
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Term
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Definition
| postcall analysis (write down what occurred and what needs to be done), activity analysis (set activity goals, then analyze), performance analysis (evaluate performance relative to performance goals set earlier), productivity analysis (identify which strategies work) |
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