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
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