现代销售学：创造顾客价值(第11版)Manning_11e_16
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contact • Cell phones/pagers as timesaving tools • Electronic file transfers
Heather Gardner uses her Blackberry and Microsoft
Outlook calendar to record all of her planned activities.
analysis of their own performance
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-4
Opportunity Management
A four-dimensional process involving:
• Time management
• Sound time management can lead to increased sales
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-6
Time Management Methods
• Develop personal goals • Prepare daily “to do” lists • Maintain planning calendar • Organize selling tools
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
CHAPTER
16
Opportunity Management: The
Key to Greater Sales
Productivity
Learning Objectives
• Discuss the four dimensions of opportunity management
• List and describe time-management strategies
16-3
Increasing Sales Volume
• The successful salesperson depends on:
• Good self-management • Good record keeping • Use of self-discipline in scheduling time and
• Identify and discuss common elements of a records management system
• Discuss stress management practices
百度文库
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-10
Monthly Planning Calendar
A monthly plan of activities can also set priorities and save time. Like other types of planning lists, it is recorded in CRM systems like Salesforce.com. See the website at www.salesforce.com
FIGURE 16.1
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-9
Saving Time with Technology
• Conference calls • Meetings in cyberspace (Web conference) • Some customers prefer telephone/e-mail
Time Management
• Time-consuming activities
• On average, 60 percent of time spent on administrative duties and travel
• Log keeping shows where time is spent, identifies “time wasters”
16-7
Goal-Setting Principles
• Reflect on areas where change is desired • Develop written plan—with steps • Modify your environment • Monitor behavior and reward progress
• Explain factors that contribute to improved territory management
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-2
Learning Objectives
• Time management • Territory management • Records management • Stress management
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-5
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-8
The To-Do List
A daily list of activities can help set priorities and save time. Today this list is recorded electronically in most CRM systems like Salesforce.com. See the website at www.salesforce.com
Heather Gardner uses her Blackberry and Microsoft
Outlook calendar to record all of her planned activities.
analysis of their own performance
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-4
Opportunity Management
A four-dimensional process involving:
• Time management
• Sound time management can lead to increased sales
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-6
Time Management Methods
• Develop personal goals • Prepare daily “to do” lists • Maintain planning calendar • Organize selling tools
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
CHAPTER
16
Opportunity Management: The
Key to Greater Sales
Productivity
Learning Objectives
• Discuss the four dimensions of opportunity management
• List and describe time-management strategies
16-3
Increasing Sales Volume
• The successful salesperson depends on:
• Good self-management • Good record keeping • Use of self-discipline in scheduling time and
• Identify and discuss common elements of a records management system
• Discuss stress management practices
百度文库
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-10
Monthly Planning Calendar
A monthly plan of activities can also set priorities and save time. Like other types of planning lists, it is recorded in CRM systems like Salesforce.com. See the website at www.salesforce.com
FIGURE 16.1
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-9
Saving Time with Technology
• Conference calls • Meetings in cyberspace (Web conference) • Some customers prefer telephone/e-mail
Time Management
• Time-consuming activities
• On average, 60 percent of time spent on administrative duties and travel
• Log keeping shows where time is spent, identifies “time wasters”
16-7
Goal-Setting Principles
• Reflect on areas where change is desired • Develop written plan—with steps • Modify your environment • Monitor behavior and reward progress
• Explain factors that contribute to improved territory management
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-2
Learning Objectives
• Time management • Territory management • Records management • Stress management
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-5
Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
16-8
The To-Do List
A daily list of activities can help set priorities and save time. Today this list is recorded electronically in most CRM systems like Salesforce.com. See the website at www.salesforce.com