This document discusses planning sales meetings and different types of sales meetings. It also discusses sales contests, their objectives and formats. Quotas are quantitative sales objectives assigned to individual salespeople. Objectives of quotas include providing performance standards, obtaining sales and expense control, and motivating performance. Types of quotas include sales volume, dollar sales volume, and unit sales volume quotas. Budget quotas are also used to control expenses, gross margin, or net profit.

1. Sales meetings are important both for communication
and motivational purposes
Planning and Staging Sales Meetings
1. Define the specific aims
2. Deciding meeting content
3. Determining methods of conducting the meeting
4. Decide how to execute the meeting
5. Deciding how to evaluate results

2. Sales Meetings
TYPES:-
1. National Sales Meetings
2. Regional Sales Meetings
3. Local Sales Meetings
4. Remote Control and Travelling Sales Meetings
 Sales Meeting by telephone
 Sales Meeting at Home
 Travel Sales Meeting

3. Sales Contests
A sales contest is a special selling campaign offering
incentives in the form of prizes or awards beyond
those in the compensation plan
Objectives:
 To obtain new customers
 To overcome a seasonal sales slump
 To improve the performance to distributors, dealers or
both
 To get reorders
 To obtain larger orders per sales call

4. Sales Contests
Contest Formats
 Direct
 Novelty
Contest Prizes
 Cash
 Merchandise
 Travel
 Special Honors

5. Objectives and Quotas in sales
personal
Quotas are quantitative objectives assigned to sales
organizational- individual sales performance
OBJECTIVES IN USING QUOTAS
 To provide quantitative performance standards
 To obtain tighter sales and expense control
 To motivate desired performance
 To use in connection to sales contests

6. Objectives and Quotas in sales
personal
Types of Quotas
 Sales volume Quotas
 Dollar Sales Volume Quota
 Unit sales volume Quota

7. Procedure for setting sales volume
quotas
 Setting volume quotas derived from territorial sales
potentials.
 Sales volume quotas derived from total market
estimates.
 Sales volume quotas based on past sales experience.
 Sales volume quotas based on executive judgment
alone.
 Sales volume quotas based only to compensation plan.
 Letting sales personal set their own sales volume
quotas.

8. Budget Quotas
Budget quotas are set for various units in the sales
organization to control expenses, gross margin, or net
profit
Types:
 Expense quotas
 Gross margin or Net profit quotas
 Activity quotas
 Combinations and other point system quotas