MKT 391 Ch 10 Notes
MKT 391 Ch 10 Notes MKT 391
Popular in Essentials of Selling
Popular in Business
This 1 page Class Notes was uploaded by Lindsey Tillett on Monday April 18, 2016. The Class Notes belongs to MKT 391 at Arizona State University taught by John Dietrich in Spring 2016. Since its upload, it has received 21 views. For similar materials see Essentials of Selling in Business at Arizona State University.
Reviews for MKT 391 Ch 10 Notes
Report this Material
What is Karma?
Karma is the currency of StudySoup.
You can buy or earn more Karma at anytime and redeem it for class notes, study guides, flashcards, and more!
Date Created: 04/18/16
MKT 391 CH 10 Self-Leadership Doing the right things And doing them well Survey of 1500 across 17 industries 38% use time to sell 39% inefficient 23% questions behavior, fb gossiping Top performers are selling 60% of the time 5 stages of self-leadership ***Goals and objections- desire/ outcome Analysis of the territory What’s our stagey to get there? Leveraging technology Assess and evaluate Realistic- possible but also pushes you (stretch goals) Specific and quantifiable $1million club Time specific- actual date Territory analysis Who exactly are they Where are they located? What do they buy? Why do they buy? Who is the decision maker? Profile- categorize] Strategy- the action items: the how behind the what Goals are set in concrete Strategy set in sand= they can chance Face time? 5-7 key touches per year Stage 4- technology CRM systems Sales force chatter Calendar in your phone- reminders
Are you sure you want to buy this material for
You're already Subscribed!
Looks like you've already subscribed to StudySoup, you won't need to purchase another subscription to get this material. To access this material simply click 'View Full Document'