Time and Territory Management

by Robert Degroot

Overview

This ebook will help you develop customer and prospect contact plans that will minimize travel time and maximize selling time with accounts with the greatest potential. This is classic Time and Territory Management with all the basics necessary to keep you on track.

• Categorize and classify customers and prospects
• Determine the potential sales volume available in the territory
• Develop criteria to determine frequency of contact by type of contact
• Determine number of prospects available in the territory
• Understand the time averages for different types of client / prospect contact methods
• Develop a contact plan by type and frequency of contact
• Design a territory traveling plan
• Redistribute resources to meet goals

Product Details

BN ID:	2940149272020
Publisher:	Robert DeGroot
Publication date:	06/03/2014
Series:	Sales Prospecting , #14
Sold by:	Barnes & Noble
Format:	eBook
File size:	18 KB

About the Author

Dr. Robert "Bob" DeGroot, M.Ed., D.C.H. is the founder and president of Sales Training International. He is an author, counselor, consultant, sales professional, and trainer with over 30 years of experience in the fields of sales, training and psychology.

He earned a Bachelor’s in Psychology, Master of Education in School Psychology from Texas State University and a Doctorate in Clinical Hypnotherapy from the American Institute of Hypnotherapy.

He is the author of PSYCHOLOGY FOR SUCCESSFUL SELLING (Branden Publishing Company, 1988). Bob has written over 70 training courses, 50 Web-based training courses and published dozens of eBooks in the professions of sales, sales management, and customer service. See www.SalesHelp.com.