Time Management and Prospecting

Time Management Tips

• Use a calendar for client accounts
• Make a master calendar showing all major events
• Keep detailed records or a planner
• Keep receipts
• Keep Automotive log
• Follow-up with clients regularly
• Invest in a database management computer program
• Try Filemaker pro or Microsoft Office
• Other software programs to try:
• Presentation software
• Spreadsheets
• DeskTop publishing
• Sales Management programs (contact mangagement software)
• laptops, notebooks, and plam pilots
• e-mail and other new communication devices

More Tips

• Plan by the DAY, WEEK AND MONTH
• Have a productive lunchtime
• Schedule and route your days

Exercises

Mapping exercise

• Notice anything about your time management?
• The teaching objective:  realize portions of your day that may be invested doing better, more efficient activities.  Then, compare that to the "mapping exercise."
• Next, we discuss the "mapping" exercise that I gave in class on Monday.  Which route did you select on Day 1 and how much money did it yield you and which options did you select on Day 2.

Next in-class discussion...

 Case 6-1  on the rank order. [Discuss]

[provide answers from instructor's manual]

Case 6-2, break into role-play teams of two, perhaps 3

• we are looking for four different ways to get a referral from Mr. Brown.

Study Tips for Prospecting and Time Managment Readings and Lecture
(in other words, what should you know for the exam)

Summary:  One thing you should know is that for this part of the exam, I am and will be interested in knowing that, once you are hired and are assigned a territory, you know or have some basic idea of what you are to do.  Managers do not and will not tell you how to divide or portion your day. You will have to do that.  This lecture and the associated readings are designed to at least give you a beginning and provide the basic knowledge you will need to get started selling!

Know why companies do and do not establish sales territories

• make notes to ask guest lecturers when they visit
• ask J318 guest lecturers to discuss their perceptions of territories

Know and be able to describe the elements of time and territory management

• Undifferentiated approach
• Account segmentations
• Multiple selling strategies
• Multivariable Account Segmentation

Be sure you can describe the various techniques discussed in the Futrell book with respect to how to prospect

• Develop Account Objectives and Quotas
• Territory-Time Allocation
• Return on Time Invested

Know and understand how to plan a Route

• Consider the planning activity that we did in class on Wednesday and apply this to your "first job."
• In the readings, you will learn that you may plan routes by
• Locating accounts on a map by level of business
• Calling prospects on the telephone to schedule appointments
• Evaluating your territory regularly

What You Need to Do

• You will want to Read Shaver Chap 12
• Know and understand what is meant by "qualifying the client." and be ready to discuss that on Wednesday.  We wil be role playing situations where you will have to know those questions.
• you should be able to cite at least 5 of the questions on page 216 of the Shaver book
• Make an in-store survey that you might use to qualify your client.  Bring to class on Wed for discussion and critique.  Keep one for discussion and critique in your team. You may have to turn this survey in to earn class participation points.