What can salespeople do to minimize the impact of paperwork on their prime selling time?
What will be an ideal response?
(1) Salespeople should think positively about paperwork. Although less productive than selling, it can increase their productivity and the productivity of their company's marketing programs by facilitating a detailed review of selling activities and marketing programs. (2) Salespeople should not let paperwork accumulate. (3) Routine reports should be completed daily. Nonproductive time, such as waiting for customers, can be used for paperwork. Call reports and account records should be updated immediately after the calls so that important points are remembered and any follow-up actions can be planned. (4) Salespeople should set aside a block of nonselling time for paperwork-perhaps, daily before or after prime selling time.
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