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unit 3 class 1 part 1

by: odette antabi

unit 3 class 1 part 1 Mkt 340

Marketplace > University of Miami > Mkt 340 > unit 3 class 1 part 1
odette antabi
GPA 3.6

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notes for unit 3 class 1 part 1
Professional Selling
Ian Scharf
Class Notes
scharf ian MKT340 um unit3
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This 2 page Class Notes was uploaded by odette antabi on Wednesday April 6, 2016. The Class Notes belongs to Mkt 340 at University of Miami taught by Ian Scharf in Spring2015. Since its upload, it has received 29 views.


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Date Created: 04/06/16
Unit 3. Class 1. Part 1 I. Time Management. 4 Stages 1.Setting Goals: Need:  To increase productivity  Not waste time Nature:  Specific: general goals, have generals outcomes  Measurable: quantitative component  Reachable: don’t reach it you will stop setting goals  Challenging: stretch through it  Time Based: have a deadline attached to it  Be written down  Be accessible: forced to look at it from time to time Types of Goals:  Performance : total sales revenue. Adv: easy to administer  Activity: Total number of appointments needed. Adv: only thing you can control is how busy you are.  Conversion: % of appointments that become clients. Adv: takes ypur efficiency. Dis: could discourage activity. False logic  Finders and grinders: Partnership between a person that uses conversion and another one that uses activity 2. Allocating resources RPA’s: revenue-producing activities Qualify  Face to face for prospect or client  Telphone for appointments  Actively working  Everything else is not an RPA Green time vs. Red Time:  Green time: is for RPA’s 8am- 6pm Mon-Fri  Red time: rest of the week. Do everything else 80/20/80  80% of your time with 20% of your clients that do 80% of your business 3. Implementation: how to conduct yourself during weeks Tips:  Take 1 day a week and set up everything for the rest of the wwek. Set appointments  Be geographically smart. Do appointments says day same place  Take real vacations: minimum 1 week and not in the city you live  As soon as it becomes economically feasible, you need to hire an assitent to do non RPA’s for you 4. Evaluation: 3 types  Daily: do 1 question at the end of each day. Did I pick any bad habits today? If yes kill it  Weekly: weekly activity report 1. Total number of appointments completed 2. Total number of referrals 3. Hot prospect list: people you expect to close the next 30 days  Quarterly: validate income exercise. Is it working? Prevent paradigm shifting II. Building internal partnerships: areas where you should know people  Manufacturing: how long product is going to take, changes in the product. They learn what clients don’t like  Administration: a administrator has people around them that do what they . they do what you don’t want to do  Shipping: when you have limited resources. It goes to the relationship  Customer service: they take hits for you. If someone has a complain you want it back to you.  Marketing Department: control the messages, the ads. Very small budgets, goes to the relationship  Sales people: partnerships, referrals, get to know new people


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