Sales quotas
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Sales quotas

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Sales Quotas

Sales Quotas

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Sales quotas Sales quotas Presentation Transcript

  • SALES QUOTES“A sales quota is a quantitative goal assigned to asales unit vela ting to a particular time period”
  • PURPOSES OF SALES QUOTAS a) Providing goal and incentives b) Controlling sales persons activities c) Evaluating performance d) Controlling the selling expenses e) Making effective compensation plan.
  • HOW QUOTAS ARE SET?1) Sales volume quota2) Financial quota3) Activities quota4) Combination of the quotas
  • METHODS FOR SETTING VOLUMES QUOTAS(a) Past sales(b) Market estimates
  • METHODS FOR SETTING FINANCIAL QUOTAS a) Net Profit Quota b) Expense Quota
  • ATTRIBUTES OF A GOOD SALES QUOTA PLAN a) Realistic attainability b) Objective accuracy c) Ease of understanding and administering d) Flexibility e) Fairness
  • PARITY IN SALES POTENTIAL H B G C A D F E