1. Sales meetings are important both for communication
and motivational purposes
Planning and Staging Sales Meetings
1. Define the specific aims
2. Deciding meeting content
3. Determining methods of conducting the meeting
4. Decide how to execute the meeting
5. Deciding how to evaluate results
2. Sales Meetings
TYPES:-
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
3. Sales Contests
A 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 customers
To overcome a seasonal sales slump
To improve the performance to distributors, dealers or
both
To get reorders
To obtain larger orders per sales call
5. Objectives and Quotas in sales
personal
Quotas 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 control
To motivate desired performance
To use in connection to sales contests
6. Objectives and Quotas in sales
personal
Types of Quotas
Sales volume Quotas
Dollar Sales Volume Quota
Unit sales volume Quota
7. Procedure for setting sales volume
quotas
Setting 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.
8. Budget Quotas
Budget quotas are set for various units in the sales
organization to control expenses, gross margin, or net
profit
Types:
Expense quotas
Gross margin or Net profit quotas
Activity quotas
Combinations and other point system quotas