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It is the custom of all business houses to install a system of accounting which co-ordinates all departments of the business into a composite whole. All transactions are mi- nutely detailed and recorded. This is a quick visible means to determine the status of the business. Each department of the business is checked in relationship to the whole unit. Every few months an audit is made and each department is checked and compared to the other departments. A balance is struck. A business house operating under this system can easily determine progress or failure, and, as a result, many businesses are saved from failure and progress is made. Possibly as a salesman you do not need an accounting sys- tem, but you do need a system to keep a complete record of all your sales activities. Every call, every appointment, and every interview has its value. Keep a complete record of each performance, with the results obtained and all other information that might be of value to you. Every month take time off to review each experience and to examine thor- ACCUMULATED VALUE OF SALES EFFORT 107 oughly each performance. This will teach you how to ana- lyze and improve your past performances and also to broaden your experience. It will help you develop and create a more scientific plan with which to make more sales. Eval- uating your sales experience and visualizing it in conjunction with your creative ability will generate enthusiasm and automatically produce more sales. Your "summing up" will incite and arouse you to greater action. As you review each interview, ask yourself: What was the outcome of the last call I made on this prospect? What was his reaction? Was it favorable? Was he averse to my prod- uct? Did I make the proper suggestions? Did I apply the right tactics? Was I lacking in detailed knowledge? Did I make a good impression on the prospect? What was his reason for postponing the sale? Was his excuse feigned or valid? In making this analysis you will uncover many hidden ideas and suggestions that will help you serve the prospect more effectively. Then too, your analysis will invariably un- cover a situation that will exhort and incite you to greater effort. The prospect who put you off yesterday may be a fresh prospect today. So out you go to see him, and you turn an old prospect into a new customer. |
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