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ch_10_adding_value.pptxAdding Value: Self-leadership and Teamwork
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
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Adding Value: Self-leadership and Teamwork
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The five sequential steps of self-leadership
The four levels of sales goals and explain their interrelationships
Techniques for account classification
The application of different territory routing techniques
The usefulness of different types of selling technology and automation
Increasing customer value through teamwork
The six skills for building internal relationships and teams
Learning Objectives
LEARNING OUTCOMES
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SELL5 | CH10
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Self-Leadership
Guiding oneself to do the right things and do them well
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
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10.1 Five Sequential Stages of Self-Leadership
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Figure
SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
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10.1 Required Characteristics of Goals and Objectives
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Exhibit
SELL5 | CH10
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Types of Goals
Personal
Territory
Account
Sales call
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
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10.2 Four Interdependent Levels of Salesperson Objectives
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Exhibit
SELL5 | CH10
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Territory Analysis
Surveying an area to determine customers and prospects who are most likely to buy
Sources used
Business and trade directories
Individual company Websites
Professional association membership listings
Commercial mailing list providers
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
Account Classification
Process of categorizing existing customers and prospects based on their potential as a customer
Methods
Single-factor analysis: Analyzes accounts based on a single factor
Does not require statistical analysis
Portfolio analysis: Analyzes accounts considering two factors simultaneously
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
10.5 Portfolio/Two-Factor Account Analysis and Selling Strategies
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Exhibit
SELL5 | CH10
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Sales Planning
Scheduling activities to use it as a map for achieving objectives
Principles that maximize the effectiveness of sales plans
Write down plans
Keep plans current and flexible
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
Territory Routing Plans
Incorporate information developed in the territory analysis and account classification stage
Helps minimize the encroachment of unproductive travel time
Types - Straight line, cloverleaf, circular, leapfrog, and major city
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
10.2 Straight-Line Route Pattern
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Figure
SELL5 | CH10
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10.3 Cloverleaf Route Pattern
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Figure
SELL5 | CH10
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10.4 Circular Route Pattern
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Figure
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10.5 Leapfrog Route Pattern
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Figure
SELL5 | CH10
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10.6 Major-City Route Pattern
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Figure
SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
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Selling Technology and Automation Tools
Mobile sales technologies
Salesperson customer relationship management (CRM)
Mobile salesperson CRM solutions
Deal analytics
Internet, intranet, and extranet
High-tech sales support offices
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
Ethical Dilemma
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SELL5 | CH10
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Increasing Customer Value through Teamwork
Teamwork is being emphasized as the key to customer focus and sales performance
Includes partnerships such as:
Internal
Sales and marketing
Design and manufacturing
Administrative support
Shipping and transportation
Customer service
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
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Teamwork Skills
Skills to be learnt by salespeople to build internal partnerships
Will translate into increased sales and organizational performance
Includes:
Understanding the other individuals
Attending to the little things
Keeping commitments and clarifying expectations
Showing personal integrity and apologizing sincerely for mistakes
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SELL5 | CH10
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10.7 Relationship of Optimized Solutions, Trust, and Cooperation
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Figure
SELL5 | CH10
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Key Terms
Self-leadership
Goals and objectives
Personal goals
Territory goal
Account goal
Sales call goal
Territory analysis
Account classification
Single-factor analysis
Portfolio analysis
Sales planning
Straight-line routing plan
Cloverleaf routing plan
Circular routing plan
Leapfrog routing plan
Major city routing plan
Selling technology and automation
KEY TERMS
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
Key Terms (continued)
Mobile salesperson CRM solutions
Deal analytics
External relationships
Internal relationships
Teamwork skills
KEY TERMS
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
Summary
Self-leadership is a critical requirement for success in any career
Salespeople establish goals to maximize sales effectiveness
Methods of classifying accounts
Single-factor analysis and portfolio analysis
Territory routing plans minimize backtracking and crisscrossing
Teamwork is critical for maximizing customer focus and sales performance
SUMMARY
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
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SELL5 | CH10
Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
