How I Raised Myself from Failure to Success in Selling Ch 4
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Questions and Answers

What was the author's initial goal for calls in a year?

  • Four hundred calls
  • One thousand calls
  • Three thousand calls
  • Two thousand calls (correct)

How did the author ultimately change their approach to self-organization?

  • By setting aside a specific day for planning (correct)
  • By working longer hours each week
  • By reducing the number of calls made
  • By hiring an assistant to help with calls

What was the effect of proper planning on the author's attitude toward making calls?

  • The author started to dislike making calls
  • The author became indifferent toward calls
  • The author felt confident and eager (correct)
  • The author felt more pressured and anxious

What did the author find surprising about the amount of work done with and without planning?

<p>Little was accomplished without planning (C)</p> Signup and view all the answers

What did Henry L. Doherty emphasize as irreplaceable in a business context?

<p>Thinking and prioritizing tasks (B)</p> Signup and view all the answers

What did the young man, Ed, struggle with in his early career as a salesman?

<p>He had poor time management. (C)</p> Signup and view all the answers

What principle did the 'Six-O'clock Club' emphasize?

<p>Early rising leads to greater success. (D)</p> Signup and view all the answers

What is the 'Weekly Work Sheet' considered in the context of effective sales?

<p>An essential tool for success. (B)</p> Signup and view all the answers

Why did Dick Campbell refuse to meet Larry Doolin on Tuesday?

<p>He was busy with previous appointments. (B)</p> Signup and view all the answers

What was Richard W. Campbell’s secret to success?

<p>Strictly adhering to his weekly schedule. (D)</p> Signup and view all the answers

How did Ed’s perception of being organized change after joining the 'Six-O'clock Club'?

<p>He found that he could manage his tasks better. (B)</p> Signup and view all the answers

What was Mary Roberts Rinehart’s initial belief about her writing ability?

<p>She could learn if she had the time. (C)</p> Signup and view all the answers

What was a common practice among successful individuals mentioned in the content?

<p>They were meticulous about time management. (A)</p> Signup and view all the answers

What was the primary result for Ed after becoming organized?

<p>He saw an improvement in his sales success. (A)</p> Signup and view all the answers

What attitude did Larry Doolin have after hearing Dick Campbell’s scheduling philosophy?

<p>He felt inspired and motivated. (D)</p> Signup and view all the answers

Flashcards

Self-organization for success

Planning and organizing work in advance, focusing on prioritization to achieve goals efficiently.

Time for planning

Allocating sufficient time for planning and preparation before starting work.

Weekly timetable

A schedule for work tasks spread across a week, aiding organization and prioritization.

Prioritize tasks

To determine which tasks are most important and need to be completed first.

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Intensive planning

A detailed and thorough planning phase, focusing on each call or task.

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Importance of Scheduling

Planning your time is crucial for success, even if you don't realize it. A well-planned schedule leads to greater productivity and effectiveness.

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Self-Organization

Actively creating and maintaining a schedule to manage your time and tasks effectively.

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Early Riser Advantage

Early mornings are linked to success in multiple studies and accounts. This time can be used for productive work/study.

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Weekly Work Sheet

A tool for salespeople to plan their activities and appointments for the week.

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Time Management

The skill of organizing and using time effectively.

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Ruthless with Time

Prioritizing and protecting your time.

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Planned Schedule Benefits

Using a schedule for managing your tasks leads to a more planned and productive approach.

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Successful Sales Strategy

Successful salespeople often use tools like weekly worksheets to plan and schedule their efforts effectively.

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Time Management Tools

Using tools like weekly schedules or planners to organize time effectively.

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Prioritization

The process of deciding which tasks to do first and how to manage your time.

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Study Notes

Self-Organization Strategies

  • Poor Self-Organizer: The author initially struggled with organization, falling behind a goal of 2,000 calls per year. Repeated resolutions failed to sustain long-term organization.

  • Planning is Key: Significant time investment in planning (4-5 hours) proved crucial for successful call management. This involved reviewing records, studying each call, planning responses, preparing proposals/letters, and scheduling calls.

  • Dedicated Self-Organization Day: Establishing a dedicated "self-organization day" (Saturday morning) was essential for effectively planning the coming week. This allowed for focused planning and preparation.

  • Benefits of Planning: Planning resulted in increased confidence, enthusiasm, and reduced exhaustion. The author experienced a significant increase in productivity by planning work, moving the organization day to Friday and freeing the rest of the week for action.

Importance of Planning in Sales

  • Henry L. Doherty's Insight: "I can hire men to do everything but two things: think, and do things in the order of their importance." This emphasizes the crucial role of planning and prioritizing in achieving success.

  • Systematic Sales Approach: A successful sales approach requires dedicated time for planning every week, including preparing a schedule for the upcoming week and reviewing past records.

  • Salesman's Tool: International Business Machines Corporation (IBM) sales training emphasizes a "Weekly Work Sheet". This sheet, essential to their success, requires salesmen to list all people planned to be contacted the upcoming week and to review these with their supervisors.

  • Maintaining a Schedule: Success often stems from ruthlessly managing time, and refusing interference. Example: Dick Campbell, Altoona manager, maintained a strict schedule to uphold efficiency. Planning and prioritizing were essential to his success.

Time Management and Personal Development

  • Learning to Be a Salesman: The author emphasizes that individuals are responsible for shaping themselves to pursue any skill. The key is to plan.
  • Early Riser Principle: The author advocates an early morning for reading/study to foster success and reduce anxiety. He coined "Six-O'Clock Club" to highlight the benefits of early mornings.
  • Example of a Successful Person: Mary Roberts Rinehart, high-earning author, organized her time to write despite childcare, health issues, and financial hardship. She specifically scheduled writing time.
  • Personal Analysis/Planning: The author utilized a poem by Douglas Malloch to highlight the importance of personal reflection. It suggests analyzing one's own habits and planning to better allocate time for important tasks.

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Description

Explore effective self-organization strategies that can enhance your sales productivity. This quiz highlights the importance of planning and dedicated organization days to boost confidence and efficiency in sales management. Learn how structured planning can lead to fruitful outcomes and better call management.

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