The document discusses principles for effective time and territory management for salespeople. It recommends: 1) Scheduling your time into things you MUST do, WANT to do, and CAN do if time allows. 2) Making every minute productive by planning calls, anticipating objections, and evaluating past calls. 3) Allowing enough time for important presentations and sales calls to avoid rushing. 4) Spending most time on the most profitable customers using a 20/80 ratio and contacting others by phone.