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Sales meetings & sales contests

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Transcript

  • 1. Sales Meetings & Sales Contests
  • 2. Sales Meetings & Sales Contests
    • Sales Meetings Objectives:
      • Communication & Motivational Purposes
      • Exchanging Information & Ideas
      • Directions & Guidelines to Sales persons
      • To Stimulate the group to raise its standards as to reasonable & acceptable performance
      • Appraisal & reviewing the job performance
  • 3. Sales Meetings Organization
    • A-C-M-E-E
    • Defining the specific Training Aims
    • Deciding Meeting Content
    • Determine methods of conducting the meeting
    • Deciding upon execution of the meeting
    • Evaluation of the results
  • 4. Sales Meetings Organization
    • 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
    • Customizing according to the aims
    • 3. Determine methods of conducting the meeting
    • Need, Time available & meeting place
    • Short & Participative
    • Group discussion
  • 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
    • National Sales Meetings:
      • Advantages:
        • Comprehensive change in policies;
        • Standardized explanations & answers;
        • common platform;
        • 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. Sales Contests
    • 1. Contest Formats : Direct or Novelty
    • Direct Format describes specific objective
    • Novelty format uses a particular theme based current event, sport or any other idea
    • Important Points:
      • Timely & Effective
      • Understandable to the audience
  • 13. Sales Contests
    • 2. Contest Prizes:
      • Cash, Merchandise, Travel or Special honor
      • Cash:
        • Potency weakens as an individual's needs are up in need hierarchy
        • No Permanent evidence of their achievements
      • Merchandise:
        • Permanent evidence of the achievements
        • Represents value larger than cash
  • 14. Sales Contests
    • 2. Contest Prizes
    • Travel:
      • More Popular & glamorized
      • Escape the job’s routine
    • Special Honor & Privileges:
      • Independent Entrepreneurs
      • Strengthens group identity & build team spirit
      • Sales persons social needs
  • 15. Sales Contests
    • 3. Contest Duration:
    • Mostly run for one to four months
    • No set guidelines
    • Consideration of length of time interest
    • 4. Contest Promotion:
    • Planned barrage of Promotional material
    • A Teaser campaigns sometimes precedes formal announcement
    • Techniques to hold & Intensify Interest
  • 16. Sales Contests
    • Managerial Evaluation of contest:
      • Contest vs. alternatives
      • Short & Long term effects
      • Design
      • Fairness
      • Impact upon sales force morale
  • 17. Sales Contests
    • Objections:
      • No reason to reward sales persons for their regular duties
      • High Caliber & more experienced sales personnel consider sales contests juvenile
      • Unanticipated & undesirable results
      • Bunch sales
      • Disappointment to losers
      • Temporary motivating devices
      • Weakens Team Spirits