MKT 504 Lecture Notes - Lecture 9: Mifi, Customer Service, Internetworld

• School: Ryerson University
• Department: Marketing
• Course: MKT 504
• Professor: Daryl D' Souza

Document Summary

For salespeople, self-leadership is essential for the art of working smarter not harder. The process of doing the right things and doing them well. It includes the strategic application of effort that is honed and aligned with one"s goals. When set beyond what is possible, goals cease to motivate and often become a disincentive to performance. At the same time, goals should be challenging. If goals are continually set at a level that is too easy to reach, performance tends to regress. Without specificity, goals become ambiguous and have no clear meaning. Associating time lines with goals establishes a deadline for planning purposes and provides motivation by instilling a sense of urgency for taking action. Territory analysis and account classification is all about finding the customers and prospects who are most likely to buy buy. What is the potential share of account that might be gained.