A sales quota is a quantitative goal assigned to a sales unit for a particular time period that is used to direct and control sales operations. Quotas provide standards for measuring sales performance and obtaining tighter sales and expense control. They also motivate desired performance through incentives for surpassing quotas and recognizing superior performance. Effective quota systems involve participation by sales personnel, keeping them informed of their progress, and continuous managerial monitoring and control. Quotas can be based on sales volume, budget targets, expenses, activities, or a combination of factors.
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
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
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Company needs profit to run and that profit comes from customers and to get customers, a company needs sales person,Thus the sales force play a crucial role in the existence of a company. If their performance is good , company will do good.and to maintain this level of efficiency, management is need. Yes! Their is a need to manage the sales force performance & this can be done by continuous evaluating and appraising their performance. Here are some factors that affect their performance & some methods to evaluate their perfomance that are mostly used now a days by many organization.
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 & Distribution Management- nature, recruitment and seelction, training and compensation of sales people, sales cost and sales meetings,
Channel flows, sales territories, role of logistics
A sales quota is a quantitative goal assigned to a sales unit relating to a particular period of time.
A sales territory represents a group of customers or markets or geographical areas
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Company needs profit to run and that profit comes from customers and to get customers, a company needs sales person,Thus the sales force play a crucial role in the existence of a company. If their performance is good , company will do good.and to maintain this level of efficiency, management is need. Yes! Their is a need to manage the sales force performance & this can be done by continuous evaluating and appraising their performance. Here are some factors that affect their performance & some methods to evaluate their perfomance that are mostly used now a days by many organization.
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 & Distribution Management- nature, recruitment and seelction, training and compensation of sales people, sales cost and sales meetings,
Channel flows, sales territories, role of logistics
A sales quota is a quantitative goal assigned to a sales unit relating to a particular period of time.
A sales territory represents a group of customers or markets or geographical areas
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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 – do more sales.
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Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
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At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
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Memorandum Of Association Constitution of Company.pptseri bangash
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A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
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Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
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Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
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Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
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Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
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Sales quota
1. Sales Quota(MY CLASS NOTE)MBA A Sales Quota is a quantitative goal assigned to a sales unit relating to a particular time period. It is a device to direct and control sales operations. subhajit_ku@rediffmail.com
2. Objectives To provide quantitative performance Standard –Quotas provide a means for determining which sales unit are doing an average, below average or above avg. job. It is the yardstick for measuring sales performance, but management must dig deeper to uncover reasons for variations. subhajit_ku@rediffmail.com
3. To obtain tighter sales and expense control – Quotas are designed to keep selling expenses within limits. Many companies reimburse sales expenses only up to a certain percentage of sales quota. subhajit_ku@rediffmail.com
4. To motivate desired performance –Quotas provide incentive to achieve certain performance level. Companies may use quota to provide their sales force the incentives of increasing their earnings through commissions or a bonus if the quota is surpassed and recognised for superior performance. subhajit_ku@rediffmail.com
5. Controlling Sales Persons’ activities – Quotas provide an opportunity to direct and control the selling activities of sales persons. If the sales person fails to attain the quota the company can take corrective actions to rectify the mistake. subhajit_ku@rediffmail.com
6. Administering the Quota system A quota should be Accurate, Fair &Attainable Accurate – The more closely quotas are related to territorial potential, greater the chances of accuracy. Fair- It is a proper blend of sales potential and previous experience. Attainable – possibility to reach the target. subhajit_ku@rediffmail.com
7. Management must make sure that the sales personnel understand quotas and quota setting Procedure. Conveying this understanding is a critical step in securing acceptance of quotas. It is important that sales personnel understand the significance of quotas as communicators of “ how much for what period”. It requires: subhajit_ku@rediffmail.com
8. Participation by sales personnel in quota setting:If sales personnel participate, the task of explaining quotas and how they are determined is simplified. Keeping sales personnel informed: Effective sales management keeps sales personnel informed of their progress relative to quotas. It permits them to analyse their own strong and weak points. subhajit_ku@rediffmail.com
9. Need for continuous managerial control: In administering any quota system, there is a need for continuous monitoring of performance.Sales personnel need encouragement, advice and occasionally warnings in deciding to take measures to improve their performance.Continuous managerial review and appraisal are required. subhajit_ku@rediffmail.com
10. Types of Quota Sales Volume quota - Oldest and most common method.It is an important standard for appraising the performances of individual sales personnel. It may be set in terms of units of product sales or rupee sales or combination of these two on point basis. Considerable Price Fluctuations : Unit Quota Multiple products : Rupee Quota Try to attain both unit & revenue : Point Quota subhajit_ku@rediffmail.com
11. Procedures: Past Sales: It depends on past sales Experience. Determine the % by which Co’s market share is expected to increase & add this to Last year’s quota. Territorial Sales Potential: Sales potential represents max sales opportunities open to a selling unit. Appropriate method when territorial potentials are determined in conjunction with territorial design. subhajit_ku@rediffmail.com
12. Executive Judgment: When the product is new, probable market share is unknown, sales person is newly recruited or assigned to new territory – SVQ is set on judgment basis. Total Market Estimates: Territorial potential is unknown. Management breaks downthe total estimated company sales, using index of relative sales opportunities in each territory. Sales personnel Estimate: Sales personnel are closest to the territory and know them best. subhajit_ku@rediffmail.com
13. Budget quota-It is set to control the sales expenses incurred as well as to attain desired net profit. Intention is to make it clear to the sales personnel that their jobs consist of something more than obtaining sales volume and the Co is business to make profit. * Expense Quota – To keep the selling cost within reasonable limits, Co. may set quota for expenses linked to different levels of sales attained by their sales force. Very strict conformity to expense quota norms results in demotivation of salesforce. subhajit_ku@rediffmail.com
14. * Net profit Quota- Use full for a multi product firm where different products contribute varying level of profits. It is important for the management to ensure that its sales person do not spend more time on less profitable products. subhajit_ku@rediffmail.com
15. Activity Quota – It is set for total sales call, number of new accounts, product demonstration, placement or erection of displays, making collections etc. Balanced Quota. Combination Quota – Any combination of the above mentioned quotas. subhajit_ku@rediffmail.com