Sales quotas are performance targets set for marketing and sales units like regions, branches, territories, and individual salespeople. Quotas are used to motivate performance, control results, and identify strengths and weaknesses. The main types of quotas are sales volume, profit, expense, and activity quotas. Sales volume quotas set targets for revenue, units sold, or points. Profit quotas factor in costs. Expense quotas limit spending as a percentage of sales. Activity quotas focus on non-sales tasks that support sales. Combining quotas can influence both selling and non-selling activities. Setting quotas involves considering territory potential, forecasts, past performance, management judgment, and salesperson input to make the objectives specific, measurable, attainable, realistic
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Channel Information Systems
Purpose
Information - Advantages
Classification of Information
Information Process
Developing a Channel MIS
Use of Information
Sources of Data
Competition Tracking
Elements of a Channel Information System
Channel Performance Evaluation
IT System for Channels
Intensive Distribution
Sales & Distribution Management- nature, recruitment and seelction, training and compensation of sales people, sales cost and sales meetings,
Channel flows, sales territories, role of logistics
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Channel Information Systems
Purpose
Information - Advantages
Classification of Information
Information Process
Developing a Channel MIS
Use of Information
Sources of Data
Competition Tracking
Elements of a Channel Information System
Channel Performance Evaluation
IT System for Channels
Intensive Distribution
Sales & Distribution Management- nature, recruitment and seelction, training and compensation of sales people, sales cost and sales meetings,
Channel flows, sales territories, role of logistics
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar Schoolโs Distance Learning Program and courses offered, visit:
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This Slideshare is the sole Property of the Welingkar School of Distance Learning โ Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
This PPT gives a brief outlook of the process of personnel selling and its various stages. For any queries feel free to contact at prateekckc@yahoo.co.in
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
Chapter 4 Management of Sales Territories and QuotasNishant Agrawal
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Management of Sales Territories and Quotas
Major Reasons / Benefits Of Sales Territories
Procedure for Designing Sales Territories
Sales Quotas
Type of Sales Quotas
Your sales team are responsible for generating much of the revenue for the company. While they work dedicatedly to contact customers, find opportunities, and close more deals, setting a quota or target helps keeping everything in order and motivating the sales reps. There are different types of sales quotas with different target but having the same objective โ do more sales.
To understand strategic planning, its linkage to strategic marketing and marketing management
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A marketing plan is a document that contains information with the direct impact on the firm's marketing strategy that facilitates the alignment of decision makers.
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It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
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Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
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Putting the SPARK into Virtual Training.pptxCynthia Clay
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This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
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Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
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Discover the innovative and creative projects that highlight my journey throughย Full Sail University. Below, youโll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
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2. WHAT IS A QUOTA?
โข A quota refers to an expected performance
objective.
โข Quotas are tactical in nature and thus derived
from the sales forceโs strategic objectives.
3. SALES QUOTA
โข Sales quotas are sales goals or targets set by a company for
its marketing / sales units for a time period
โข Marketing / sales units are regions, branches, territories,
salespeople, and intermediaries
โข Generally, company sales budget is broken down to sales
quotas for various marketing units
4. Objectives of Sales Quotas
โข To use quotas as performance standards or performance
goals
โข To control performance
โข To motivate people by linking quotas to compensation
plans
โข To identify strengths and weaknesses of the company
6. SALES VOLUME QUOTA
โข Sales Volume Quotas is oldest and most common type ,it
includes Sales in Rupees or Product Unit objectives for a
Specific period of time, E.g. Bajaj calculates sales as number of
vehicles sold. It can be set in following areas Product Line
Product range Sales Divisions Sales Territories Sales Districts
Branch Offices Sales Force
Product line
Product range
Sales
Volume
Quotas
Sales division
Sales territories
Sales districts
Branch offices
Sales force (Individual)
7. โข Rupees / dollars sales volume quotas are appropriate
when salespeople are required to sell many products
โข Unit sales volume quotas are suitable when
โข Salespeople are selling a few products
โข Prices of the product fluctuate rapidly
โข Price of each product / service is high
โข Point sales volume quotas are appropriate when the company
wants salespeople to sell products that contribute more to
profits
8. Quota Combinations
โข Many companies use a combination of quotas.
The two most commonly combined are sales
volume and activity quotas. These quotas
influence selling and non-selling activities.
9. PROFIT QUOTAS
โข Calculate gross margin by subtracting โcost of goods soldโ (i.e.
cost of manufacturing) from sales volume. Sales managers
are not responsible for cost of manufacturing
โข Net profit quotas are generally accepted by sales mangers as
it is calculated by subtracting direct selling expenses from the
gross margin
10. Sales Activity Quota
โข Sales Activity Quota Salesmen are involved in sales and
non-sales. The activities of a sales person directly
affects the sales of the organization. Sales activities
could include lead generation, prospecting, imparting
information, developing new business etc. The quota is
fixed on the activities a salesman has to perform rather
than the final outcome alone. Activity quota can be set
on total sales calls, calls on prospects, number of new
accounts, product demonstrations, order/call ratio,
conversions (in retail). It helps sales people focus
equally on the non-sales activities too.
11. Expense quotas
โข In many companies, expense quotas are stated as a
percentage of sales
โข Expense quotas to be administered with flexibility, to make
salespeople cost conscious, allowing reasonable expenses
12. METHODS FOR SETTING SALES
QUOTAS
โข Quotas based on Territory potentials.
โข Quotas based on forecasts only.
โข Quotas based on past sales experience.
โข Quotas based on executive judgments.
โข Quotas sales people set.
โข Quotas related to compensation
13. A GOOD OBJECTIVE AND QUOTA
PLAN IS SMART
ยปSpecific
ยปMeasurable
ยปAttainable
ยปRealistic
ยปTime specific