Sales Quota SettingPrepared by:- Hardik Chavda
Sales QuotaA sales quota is a quantitative  goal assigned to a sales unit  relating to a particular period of  time. A sa...
Purpose of sales QuotasettingI. Providing goals and incentives to   achieve a certain performance   levelII. Controlling s...
Types of sales Quotas1. Sales Volume Quotas2. Financial Quotas3. Activities Quotas4. Combination of these quotasSales Volu...
Methods of setting salesvolume quota1)Past sales : last year sales            100          % increase in  market share exp...
Continue….types of salesquotasFinancial Quotas: determined to attain desired net profits by controlling increased sales ex...
Administration of QuotaSystemThe skill in administering the quota system is very important to realize the full benefit for...
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S & d mgt

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S & d mgt

  1. 1. Sales Quota SettingPrepared by:- Hardik Chavda
  2. 2. Sales QuotaA sales quota is a quantitative goal assigned to a sales unit relating to a particular period of time. A sales unit may be a territory, a branch office, a region ,a distributor or a person. sales quota provides a source of motivation, a basis for
  3. 3. Purpose of sales QuotasettingI. Providing goals and incentives to achieve a certain performance levelII. Controlling sales person’s activitiesIII.Evaluating performance
  4. 4. Types of sales Quotas1. Sales Volume Quotas2. Financial Quotas3. Activities Quotas4. Combination of these quotasSales Volume Quotas: can be measured by- volume of sales made by individuals
  5. 5. Methods of setting salesvolume quota1)Past sales : last year sales 100 % increase in market share expected 10% then for this year sales quota will be 110%2)Total mar ket estimate: market size estimate, projection made by field staff at each territory3)Ter ritorial sales potential:
  6. 6. Continue….types of salesquotasFinancial Quotas: determined to attain desired net profits by controlling increased sales expenses.• Net profit Quotas• Expenses QuotasActivity Quotas: refers to the numbers of selling activities that a salesman is expected to performed
  7. 7. Administration of QuotaSystemThe skill in administering the quota system is very important to realize the full benefit for control purpose and also to secure cooperation among staff . Accurate,fair and attainable quotas Securing and maintaining sales personnels acceptance Participation of sales personnel
  8. 8. Thank You

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