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S & d mgt

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S & d mgt S & d mgt Presentation Transcript

  • 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 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
  • Purpose of sales QuotasettingI. Providing goals and incentives to achieve a certain performance levelII. Controlling sales person’s activitiesIII.Evaluating performance
  • 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
  • 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:
  • 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
  • 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
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