This PowerPoint is based on types of marketing in sales

1. Sales -
KNOWLEDGE ABOUT THE MARKET..

2.  Introduction
 Definition of Market.
 Types of Market
 Concepts of Sales Quota.
 What is Sales Territory?
 Covering of Sales Territory.
 What is sales reporting?
Content of Types Of Marketing:

3. Introduction:
 There are many different reasons people buy things.
When students go to college they need books, housing
and so on. A women buying a mink coat may want to
achieve some sort of perceived social status. You should
define what the motivation is behind why your potential
customer would want to buy your products or services.

4. DEFINITION of 'Market'
 A medium that allows buyers and sellers of a specific
good or service to interact in order to facilitate an
exchange. This type of market may either be a physical
marketplace where people come together to exchange
goods and services in person, as in a bazaar or shopping
center, or a virtual market wherein buyers and sellers do
not interact, as in an online market.

5. Types of Market:
Types of Markets:
• Geographical Markets
• Local Markets
• National Markets
• Physical Markets
• Electronic Markets

6. Types of Market in brief:
 Geographical Markets:
• Local Markets – Where customers are a short distance
from suppliers
• National Markets – A market where customers are
speared throughout the country or over a large area.
 Physical Markets: This brings the buyer and the seller in
same location.
 Electronic Market: Virtual, online environment (a website,
for example) that allows individuals or firms to conduct
business through electronically.

7. Concepts of Sales Quota:
 What is Quota?
A quota refers to an expected performance objective.
quotas r tactical in nature and thus derived from the sales
force’s strategic objectives. Individual sales target figure
assigned to each sales unit such a sales person, dealer,
distributor, region, or territory, as a required minimum for a
specified period.

8. Concept of Sales Quota:
 Why Quotas are Important?
o Quota provides performance targets.
o Quota provides standards.
o Quota provides control.
o Quota provides change of direction,
o And it also motivational.

9. Concept of Sales Quota:
 Definition: Sales Quota
Sales Quota is the sales goal set for a product line, company
division or sales representative. It helps the managers to define
and stimulate sales effort. Sales quota is the minimum sales
goal for a set time span. Generally sales quotas are set slightly
higher than the estimated sales so as to stretch the sales force
effort. Sales quotas are developed through the study of annual
territory marketing plan. In this the plan for developing new
accounts and expanding existing accounts is given by the
representatives.

10. What is Sales Territory?
 A sales territory is the customer group or geographical
area for which an individual salesperson or a sales team
holds responsibility. Territories can be defined on the
basis of geography, sales potential, history, or a
combination of factors. Companies strive to balance their
territories because this can reduce costs and increase
sales.

11. Covering of Sales Territory..
Purpose Construction
Reference

12.  Purpose
The purpose of a sales force coverage (or sales territory)
metric is to create balanced sales territories. There are a
number of ways to analyze territories. "Most commonly,
territories are compared on the basis of their potential or
size. This is an important exercise. If territories differ
sharply or slip out of balance, sales personnel may be given
too much or too little work. This can lead to under- or over-
servicing of customers."

13.  Construction
"In defining or redefining territories, companies strive to
balance workloads, balance sales potential, develop
compact territories, and minimize disruptions during the
redesigns. These goals can have different effects on
different stakeholders. . . . Before designing new territories,
a sales force manager should evaluate the workloads of all
members of the sales team."

14. Sales Territory:
 How is responsible for territorial development?
Development of sales territories is usually the responsibility
of the sales manger overseeing the larger sales units within
the organization.

15. What is sales reporting?
 The sales reporting includes the key performance indicators of the sales
force.
 The Key Performance Indicators, indicate whether or not the sales process
is being operated effectively and achieves the results as set forth in sales
planning. It should enable the sales managers to take timely corrective
action. It also allows senior management to evaluate the sales manager.
 Sales reporting can provide metrics for sales management compensation.
Rewarding the best managers without accurate and reliable sales reports is
not objective.
 Also, sales reports are made for internal use for top management. Finally,
sales reports are required for investors, partners and government, so the
sales management system should have advanced reporting capabilities to
satisfy the needs of different stakeholders.