1.
SALES MEETING
AND
SALES CONTEST

2.
 A gathering in which a product or service is being
discussed, and the benefits are outlined to the potential
buyer.
 It is a coming together of a representative of the company selling
the product or the service and the potential buyer. Usually it is in
a presentation format, but it can be a telephone call or an online
meeting as well.
 During a sales meeting, the salesperson provides a description of
the product and explains the ways in which it will meet the needs
of the buyer.

3.
Sales Meetings: Planning and Staging
Purpose of planning : A-C-M-E-E
 1. Aims
 2. Content
 3. Method
 4. Execution
 5. Evaluation

4.
Sales Meetings Planning
1. Defining the specific Training Aims
 Communicate & Motivate
 New Product Introductions
 Improving Deficiency in Sales People
 Orienting Sales Personnel on advertising Program
 Introducing New Services for customers
 Aims to be clear & attainable
 Probable results justify the estimated costs

5.
Sales Meetings Organization
2. Deciding Meeting Content
 Planning the agenda
3. Determine methods of conducting the meeting
 Aim, Content, Time available & meeting place

6.
Sales Meetings Organization
4. Execution:
 Decisions on speakers, Seminar Leaders, Meeting Site &
Time
 Infrastructure including room arrangements
5. Evaluation:
 Meeting accomplished its specific aims
 Participant Feedback

7.
Types of Sales Meetings
1. 1.National Sales Meetings:
 Advantages:
 Comprehensive change in policies
 Standardized explanations & answers
 better coordination
 Disadvantages
 High Costs
 Convenient time problem,
 Disruption of routine

8.
Types of Sales Meetings
2. Regional Sales Meetings:
 Advantages:
 Decentralization
 Reduced Traveling costs
 Lowering lost selling time
 Disadvantages:
 High demand on executives
 Smaller percentage of top management

9.
Types of Sales Meetings
3. Local Sales Meetings
 Strength is Informality
 Ample time for each sales person
 Better Acquaintance & Group Identity
4. Remote control & Traveling sales meetings
 Closed circuit Television
 Sales meetings by Telephone
 Sales Meetings at Home
 Traveling Sales Meetings

10.
Sales Contests
 Special selling campaign offering incentives in the form
of prizes & awards beyond those in the compensation
plans
 Provide extra incentives to increase sales volume, to bring
in more profitable sales volume
 Needs for esteem and self actualization

11.
Sales Contests Objectives
 To obtain new customers
 To secure larger orders per sales call
 To push slow moving items, high margin goods, or
new products
 To overcome a seasonal sales slump
 To sell a more profitable mix of products
 To improve the performance of distributors sales
personnel
 To promote seasonal merchandise
 To obtain more product displays
 To get reorders
 To promote special deals to distributors, dealers

12.
 Direct Competitor: The sales people compete against
each and there is one winner.
 Team Competition: There are teams which are
rewarded collectively for winning.
 Goal: Rewards are given for achieving goals which may
be won by more than one person.

13.
 Cash
 Merchandise
 Travel
 Special honors or privileges
There are four kinds of contest prize: cash, merchandise, travel
and special honors or privileges. Cash and merchandise are the
most common prizes. Many sales contests feature more than one
kind of prize, for example, travel for large awards and
merchandise for lesser awards.

14.
 The contest versus alternatives
 Short and ling-term effects
 Design
 Fairness
 Impact upon sales force morale
There are two times when management should evaluate a sales
contest-Before and After. Pre-evaluation aim to detect and correct
weaknesses. Post-evaluation seeks insights helpful in improving
future contest. Both pre and post-evaluation cover alternatives,
short and long-term effects, design, fairness and impact upon sales
force morale.