ABSTRACT
In Part Two of this book, we have been discussing the relationship-selling process. Part Three will focus on the issues and activities of the sales manager. However, this chapter is about an activity in which salespeople and their managers both play critical roles: time and territory management. Salespeople are in the field and responsible for managing their time and territory effectively, but without careful management design and monitoring, they cannot tap the full potential of the territory. The Contemporary Selling model at the beginning of the chapter highlights the salesperson self-management area.
