sales management

1. Motivating Sales Force;
and Setting Sales Quotas
Bongas, Wexler Labayo, Rio
Manuel, Matthew Colina, Grace
Crauz, Rhea Montes, May Bell Ann
Mr. Philip SJ. Soberano
Subject Instructor
Marketing Management

2. What is Motivation?
• Motivation
Motivation is an internal process. Whether we
define it as a drive or a need, motivation is a
condition inside us that desires a change, either in
the self or the environment.
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3. Motivation Definition in Psychology
• The study of motivation in psychology
revolves around providing the best possible
answers to two fundamental questions: what
causes behavior, and why does behavior
vary in its intensity?
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4. Various ways to help a sales manager motivate his/her
team.
• 1. Build trust with your team
• 2. Be specific to them on how they like to be managed
• 3. Understand your direct reports’ personal and professional goals.
• 4. Make sure they’re covering the basics
• 5. Set daily, weekly, and monthly goals.
• 6. Figure out where the issue lies
• 7. Give great rewards
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5. Sales Forecast
• A sales forecast is an estimate of sales, in
dollars or physical units, in a future period
under a particular marketing program and an
assumed set of economic and other factors
outside the unit for which the forecast is made.
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6. Importance of Sales Forecasting
1. Sales forecasting enables a business organization to work systematically.
2. Forecast enables the production manager to set target for his workers.
3. It enables the sales department to fix responsibilities on every salesman.
4. In the absence of sales forecast, a business enterprise may work without any
focus and this may result in wastage of its resources.
5. It helps to cut down wasteful expenditure and as a result the goods can be
offered at a fair price.

7. 6. Sales forecast enables all the departments of the business to work together in
proper co-ordination and co-operation.
7. As target is set for each individual and department, it is easy to control
performance.
8. Sales forecasting is vital for preparing budget.
9. It helps to determine the production capacity that is actually required.
10. Sales forecast helps in product mix decisions as well. It enables the business to
decide whether to add a new product to its product line or to drop an unsuccessful
one.

8. Sales Forecasting Methods
•Procedure for estimating how much of a
given product (or product line) can be sold
if a given marketing program is
implemented.
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9. The forecasting methods can be
broadly classified as qualitative and
quantitative methods
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10. Qualitative methods
• Jury of Executive opinion
• The Delphi Technique
• Poll of Sales force opinion
• Survey of customers buying plan
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11. Quantitative Methods
• Projection of Past Sales
• Time series Analysis – Moving Average
Method
• Exponential smoothening
• Regression Analysis
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12. Major steps in forecasting sales
through regression analysis
• 1. Identify variables casually related to company
sales.
• 2. Determine or estimate the values of these
variables related to sales.
• 3. Derive the sales forecast from these estimates.
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13. References