Rehearsing desired behavior

Behavioral self-management: A process by which a salesperson adopts certain procedures to control his or her behavior in order to achieve favorable results (such as improved performance). Examples of behavioral self management techniques include sales people’s monitoring their own behavior (e.g., recording the amount of time spent calling on customers), setting personal goals (e.g., determining the number of new accounts to open), and rehearsing the desired behavior (e.g., practicing a sales presentation). Use of behavioral self-management affords sales managers additional time to engage in particularly important managerial activities and provides sales personnel opportunity to practice successful time management.

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Rehearsing desired behavior

Behavioral self-management: A process by which a salesperson adopts certain procedures to control his or her behavior in order to achieve favorable results (such as improved performance). Examples of behavioral self management techniques include sales people’s monitoring their own behavior (e.g., recording the amount of time spent calling on customers), setting personal goals (e.g., determining the number of new accounts to open), and rehearsing the desired behavior (e.g., practicing a sales presentation). Use of behavioral self-management affords sales managers additional time to engage in particularly important managerial activities and provides sales personnel opportunity to practice successful time management.

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