20Manage Your Territory Well
Our goals can only be reached througha vehicle of a plan, in which we mustfervently believe, and upon whichwe must fervently act.There is no other route to success.
— STEPHEN A. BRENNEN
Just as a retail shopkeeper has a store from which he or she sells, you have a store as well. It is your sales territory. It is the area in which you work to develop sales and customers. And just as a physical store must be well organized for maximum sales results, so must your territory.
One of the major reasons for failure in selling is poor territory management. The average salesperson travels randomly throughout his or her territory, driving from place to place depending on whoever calls or is willing to see him or her at the moment. ...
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