Increasing Selling Efficiency

8/7/2019 Increasing Selling Efficiency

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Increasing Selling Efficiency


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Sales Effectiveness & Efficiency

Sales Effectiveness

Output measure of a sales persons selling efforts

What you should be doing in terms of selling effort

Doing the right things

Sales Efficiency

Input measure of a sales persons assigned sales tasks

How well you carry out your selling duties

Doing the things right


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The Self-Management Concept

Self-Management: - is a combination of Time Management

Self Motivation

Importance of Self-Management Importance to the Salesperson

Salespersons success & growth

Salespeople work on their own

Basis for self-discipline & self-motivation

Importance to the Salespersons Employer Up-gradation of overall sales performance of company

Decrease cost of supporting salespeople in the field

Opportunities for other than traditional incentives


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Time Management

Sales Calls & Sales Expenses

The Value ofTime

Analysis of Selling Activities Varying Potential ofTime

Account Classification

Routing

Reducing Travelling Cost

Handling Paper Work


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Time Management Contd.

Sales Calls & Sales Expense

It depends on

Nature of job

Geographical area

Individual productivity

The Value ofTime

Time management is the study & effective use of time

Time = money


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Productive Activities

Making sales presentations

Handling customer complaints

& Problems Taking inventory of the

customers stock

Setting up promotionaldisplays

Preparing for demonstrations

Studying product literature

Maintaining contact withexisting customers

Making telephone calls

Making collections &

adjustment of customersaccounts

Nonproductive Activities

Driving an auto mobile

Waiting to see a customer

Engaging in generalconversation

Completing paper work

Conducting a broken interview

Calling on customers who are

unavailable

Calling on someone who is not

a customer

Analysis of Selling Activities


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How Effective and Efficient Salespeople Spend

their Time?


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Varying Potential ofTime Not all hours of the day have sales potential

Important tasks are allocated to valuable time period

Less important tasks to nonproductive time

Account Classification Categorization of accounts by their relative sales potential

Two way classification scheme (Good/Poor, Major/Minor)

Three way classification scheme (A account, B account, C account)

Selective Selling

National Accounts (Firms biggest customers)


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Routing

Process of minimizing travel time for sales

personnel

Sales call patterns

Routine or Regular

Variable or Irregular

Reducing Traveling cost Substituting phone contacts for personal visits


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Handling Paper Work

Two Categories

Required by the company (Call Reports)

Needed by sales people for effective management oftheir territories (Time Management Records)

Call Reports (Summary of salespersons daily or weekly activities)

Time Management Records (Information on the card includebest time for seeing customer, customers restricted time, length ofsales interviews and delays experienced in calling on customers)

Other Reports (Reports on account status, dealer inventory, newaccounts and dealer termination)


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Efficiency in Paper Work

Think positively about paper work

Do paper work now Set aside a block of unproductive time for working

on reports & records

Set priorities on paper work


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Self-Motivation

Salesperson must concentrate on personal

characteristics such as attitude, appearance,

health and selling skills.

The Truly self-motivated salesperson develops the

Proper Attitude

Good Listening Habit

Sound Mind & Body


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Self-Motivation Contd.

Proper Attitude Hard working

Self-confident

Self-disciplined Preserving

Flexible

Goals other than money

Respect for buyers good sense

Willingness to learn from others

Ability to handle big money

Perfectionist


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Self-Motivation Contd. Good Listening Habit

Ten Keys to Effective Listening

Keys to Effective Listening The Bad Listener The Good Listener

Find areas of interest Tunes out dry subjects Looks for opportunities

Judge content, not delivery Tunes out if delivery is poor Judges contentHold your fire Trends to enter into

arguments

Doesnt judge until

comprehension is complete

Listen for ideas Listen for facts Listen for central themes

Be flexible Take intensive notes Takes fewer notes

Work at listening Shows no energy output Exhibits active body state

Resist distractions Distracted easily Fight or avoids distractions

Exercise your mind Resist difficult material Uses heavier material

Keep your mind open Reacts to emotional words Interprets color words

Capitalize on the fact thatthought is faster than speech

T

rends to daydream with slowspeakers Challenges, anticipates,mentally summarizes


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Self-Motivation Contd.

Sound Mind & Body

Ancient Greeks praised sound mind & body

Americans realized the importance of good health

not only the physical exertion

Physical fitness results in

Better appearance

Higher energy levels

Better attitude

Note: - Being physically fit allows salespeople to accomplish more than they wouldotherwise.

Documents

Increasing Selling Efficiency