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Organizing a sales meeting
This document discusses organizing effective sales meetings. It outlines the aims, content, methods of execution, and evaluation of sales meetings. The goals of sales meetings include improving the sales force, orienting personnel on advertising, and increasing effectiveness. Content is derived from meeting objectives and includes discussing new products. Common meeting structures include herringbone, workshop, inverted U-shape, and seminar styles. Evaluation forms should collect feedback to improve future meetings. National, regional, and local meetings each have advantages and disadvantages for communicating with sales teams.
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Organizing a sales meeting
- 1. Organizing Sales Meeting TC/IS/2011/MS/118 Sales Managementand Distribution Department business and Management Studies Trincomalee Campus
- 2. Sales Meeting importantfor ……… Communication Motivational purposes
- 3. Planning and StagingSales Meetings A C M E EAims Content Method Execution Evaluation
- 4. Aims of SalesMeeting Improving the quality of sales force. Orienting the sales personnel on the advertising program. Increasing the effectiveness the sales personnel . Introducing new services for customers. Will the probable results justify the estimated cost Are they realistic time,audience,othetr condition Are these aims clear and attainable
- 5. Content of SalesMeeting -Derive from meetings specific aims -Creating a Sales Agenda What we know about new product? What we think the trade‘s reactions will be and why? What you should do and how?
- 6. Method of salesmeeting -Aim -Content -Time available -Meeting place There are some methods for sales meeting 01.Local sales meetings 02.Group discussion 03.Regional and national sales meetings
- 7. Execution of salesmeeting Room arrangement 01.Herringbone 02.Workshop 03.Inverted U-Shape 04.Seminar or the British Square
- 8. Herribbone Method Usedwhen the presentation is lecture but with participation. Attendance see more of others. All of the seats are angled inward towards the podium. Again the audience is closed in , making it difficult for audience member to enter or exit.
- 9. Work shop Method Appropriate for smaller groups Use for buzz sessions on particular topics and report Round tables are preferred but rectangle one is used Most important things are : -Audio visual equipment -Provision of materials(pads and pencil0 -Starting and closing time
- 10. Inverted U shape Tables and chairs arranged as U-shape The open area allows to presenter as a focal point Audience interaction is enhanced ,with audience members facing each other. Insufficient use of floor space with seating capacity reduced
- 11. Seminar or BritishSqure Method There are four sides and no open and, with audience all facing inwards. Audience enhanced fully enhanced, with audience members all facing each others. There haven’t main focal point for presentation Seating capacity is reduced
- 12. Evaluation Important toincrease meeting effectiveness Can determine whether the meeting accomplished its aims Feed back is necessary Sales meeting evaluation form is important
- 13. Sales Meeting evaluationform SALES MEETING-EVALUATION IN order to continue our efforts to improve the efectiveness of sales meetings,we need your answers to the following question.You are under no obligation to sign this form.Thanks so much. 1.Did the seminar leader: -know the subject ? Yes….. No….. -present the subject practically ?Yes….. No….. -speak cleraly ? Yes….. No….. -develop meaningful discussion from the group ? Yes….. No….. -respond to your questions fully ? Yes….. No….. 2.The most important thing I got out of this meeting was………………………………………………………………………………… ………………………………………………………………………….. 3.How might this meeting have been improved ? ....................................................................................................................... .................................................................................................................... 4.Anything else ? ……………………………………………………………………………………… ………………………………………………………………………………………
- 14. National Sales Meetings Entire sales forces bring at a central site Ex: Comprehensive changes in marketing or sales policies. Advantages -Provide standard explanation and answer to question -Provide more stimulation -All sales person have to chance to meet their counter parts -There is much learn in the inter change of experiences -Better coordination between office and the field Opportunity for product training with technical manufacturing Disadvantages -Difficult to find convenient tome for all salesperson -Company routine is disrupted -Competitors may cut into market share
- 15. Regional sales meetings Design to emphasize unique problems of that region. Advantages -Trends away from national towards the regional sales meetings due to: 01.Reducing total travel cost 02.Lowering lost selling time -Head quarters executive have direct contact with the field personnel and learn about currents problems of hand Disadvantages -Demand on executive time may be excessive. -Top management attendance depreciates the meetings importance.
- 16. Local Sales Meetings Conducted weekly or biweekly by district sales managers. Sales person having an opportunities to pose questions and to state personal views.
- 17. Remote Control andTravelling sales meetings Conducted by : 01.Closed –circuit television 02.Sales meeting by telephone 03.Sales meetings at home 04.Travelling sales meetings
- 18. Closed Circuit Television Enableto hold sales meeting simultaneously Live at one meeting and telecast others Larger sales forces or larger dealer organization Use to introduce new product or launch national sales campaigns
- 19. Small group meetings and discussion Nolonger than 20 members Save time and money Lose little time from their jobs Sales meeting by telephone
- 20. Mail recording or printedmaterials Sales Meetings At Home Two fromat 01.Record an executive meetings and provide castte copy 02.Print and illustrate script of a home office meetings Receive information free from distraction Review information many times and save time and money
- 21. Travelling Sales Meetings Movesfrom city to city Time and cost is high Require numerous physical props
- 22.