Sales MeetingsSales meetings are important both for communication and motivational purposes

Planning and Staging Sales Meetings1. Define the specific aims2. Deciding meeting content3. Determining methods of conducting the

meeting4. Decide how to execute the meeting5. Deciding how to evaluate results

Sales MeetingsTYPES:-1. National Sales Meetings

2. Regional Sales Meetings

3. Local Sales Meetings

4. Remote Control and Travelling Sales Meetings

Sales Meeting by telephone Sales Meeting at Home Travel Sales Meeting

Sales ContestsA sales contest is a special selling campaign

offering incentives in the form of prizes or awards beyond those in the compensation plan

Objectives:To obtain new customersTo overcome a seasonal sales slumpTo improve the performance to distributors,

dealers or bothTo get reordersTo obtain larger orders per sales call

Sales ContestsContest FormatsDirectNoveltyContest PrizesCashMerchandiseTravelSpecial Honors

Objectives and Quotas in sales personalQuotas are quantitative objectives assigned to

sales organizational- individual sales performance

OBJECTIVES IN USING QUOTAS

To provide quantitative performance standards

To obtain tighter sales and expense controlTo motivate desired performanceTo use in connection to sales contests

Objectives and Quotas in sales personalTypes of Quotas

Sales volume Quotas

Dollar Sales Volume Quota

Unit sales volume Quota

Procedure for setting sales volume quotasSetting volume quotas derived from

territorial sales potentials.Sales volume quotas derived from total

market estimates.Sales volume quotas based on past sales

experience.Sales volume quotas based on executive

judgment alone.Sales volume quotas based only to

compensation plan.Letting sales personal set their own sales

volume quotas.

Budget QuotasBudget quotas are set for various units in the

salesorganization to control expenses, gross margin,

or net profitTypes:Expense quotasGross margin or Net profit quotasActivity quotasCombinations and other point system quotas