Sales Management: Conquering the Field
Table of Contents
Executive Summary
• Purpose
• Project Methodology
• Report Design and Structure
• Summary of Key Findings and Best Practices
• Conclusion and Next Steps
• Sales Process Map
Chapter 1: Planning & Targeting
• Targeting to Achieve Territory Potential
• Planning to Build Sales Efficiency
• Develop a Strategic View of Your Targets and Your Territory
• Building Your Schedule
• Coordinate and Optimize Call Frequency
• Schedule Optimization Practices
• Designing the Territory Call Route
• Grow Territory Potential
• Executing Your Plan
• Goal Setting
• Time and Activity Reviews
Chapter 2: The In-Person Sales Call
• Probing for Strategic Information
• Navigating the Customer Environment
• Presenting Effectively
• Managing Accounts for Optimal Data Collection
• Develop Professional Skills
Chapter 3: Relationship Management
• Initiating Relationships by Learning and Addressing Customer Needs
• Growing Relationships through Value-Added Service.
• Capitalizing on Key Relationships
• Selecting High-Leverage Relationship Building Opportunities
Chapter 4: Sales Force Management
• Managing for World-Class Performance
• Communication Techniques
• Developing Strategic Focus and Increasing District Productivity
• Selection and Recruitment of Successful Sales Representatives
Back to Main Report Page
List of Charts & Exhibits
Best Practices in Sales and Sales Force Management
Planning and Targeting
Sales Targeting Prioritization Matrix
Model of Pfizer’s Customer Profiling Screen
Itinerary Planning Worksheet
Model of Pfizer’s Territory Analysis Screen
Strategic Service Zone Approach to Route Design and Territory Management
Model of Pfizer’s Geomapping Screen
Model of Pfizer’s Call Reporting Screen
Model of Pfizer’s Influencer Screen
Model of Pfizer’s Plan-of-Action Screen
Model of Pfizer’s Time Management Screen
Time Effectiveness Checklist
The In-Person Sales Call
Navigating the Total Office in a Medical Environment
The Closing Hierarchy
IBM’s Five Phase Structured Selling Process
Xerox’s Buyer Focused Selling Model
Relationship Management
Developing and Growing Relationships with Thought Leaders
Twin Cities Pharmaceutical Representatives Association Code of Ethics and Guidelines
Twin Cities Pharmaceutical Representatives Association Communication Form
Sales Force Management
Performance Measurement Scorecard
Glaxo Wellcome Valley District Performance Standards, Expectations and Guidelines
How’s My Management? Take the Abbott Labs management challenge
Schedule of Non-Financial Incentives for Mary Kay Beauty Consultants
Interview Planning Grid
Best Practitioner District Manager’s Interview Questions
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