Search in book...
Toggle Font Controls
Create new playlist

Name your new playlist

Playlist description (optional)
Sign In

Email address

Password

Forgot Password?

or

Continue with Facebook

Continue with Google
Sign Up

Full Name

Email address

Confirm Email Address

Password

or

Continue with Facebook

Continue with Google

16 Opportunity Management: The Key to Greater Sales Productivity

A photo of Julio Melara — Source: Julio Melar

Learning Objectives

When you finish reading this chapter, you should be able to

16.1 Discuss the four dimensions of opportunity management
16.2 List and describe time management strategies
16.3 Explain factors that contribute to improved territory management
16.4 Identify and discuss common elements of a records management system
16.5 Discuss stress management practices

MyMarketingLab^™

Improve Your Grade!

Over 10 million students improved their results using the Pearson MyLabs. Visit mymktlab.com for simulations, tutorials, and end-of-chapter problems.

Reality Opportunity Management—Julio Melara, President, Baton Rouge Business Report

Julio Melara (pictured above), born to Honduran immigrant parents, made work the centerpiece of his life at an early age. Throughout high school he cut grass, worked as a busboy, delivered newspapers, and sold newspaper subscriptions. While attending college, he worked as a courier with New Orleans CityBusiness, a local business newspaper. By age 23, he was top producer and head of national sales. Later he left the newspaper and went into radio-advertising sales. By age 28, Melara had broken all sales records at radio station WWL and had become the radio’s first million-dollar producer. He is a self-motivated person who says that he has learned a great deal from such books as The Power of Positive Thinking by Norman Vincent Peale. He is also someone who believes in management of self. Goal setting is the central theme of Melara’s sales philosophy (www.juliomelara.com). He believes that written goals (personal and professional) facilitate growth and success.1

Today, Julio Melara is sharing his no-nonsense steps for achieving success with audiences throughout America. Selling Power magazine has named him one of America’s top motivational speakers. He has shared the platform with such distinguished Americans as Secretary of State Colin Powell, Brian Tracy, and numerous business leaders.2

A salesperson is much like the individual who owns and operates a business. The successful sales representative, like the successful entrepreneur, depends on good self-management. Both of them must keep their own records, use self-discipline in scheduling their time, and analyze their own performance.

..................Content has been hidden....................

You can't read the all page of ebook, please click here login for view all page.

Table of Contents for 16 Opportunity Management: The Key to Greater Sales Productivity

Create new playlist

Sign In

Sign Up

Table of Contents for
16 Opportunity Management: The Key to Greater Sales Productivity