Download - Salesmeetingssalescontests
Submitted to: Prof. Anik MehtaBy:Diana Christian (5)Rubina Pathan (20)Kunal Shah(27)
Sales Meetings & Sales Contests
Sales Meetings Objectives: Communication & Motivational Purposes Exchanging Information & Ideas Directions & Guidelines to Sales persons To Stimulate the group to raise its standards as
to reasonable & acceptable performance Appraisal & reviewing the job performance
Sales Meetings Organization
A-C-M-E-E Defining the specific Training Aims Deciding Meeting Content Determine methods of conducting the
meeting Deciding upon execution of the
meeting Evaluation of the results
Sales Meetings Organization
1. Defining the specific Training Aims Communicate & Motivate New Product Introductions Improving Deficiency in Sales People Orienting Sales Personnel on advertising
Program Introducing New Services for customers
Aims to be clear & attainable Probable results justify the estimated
costs
Sales Meetings Organization
2. Deciding Meeting Content Planning the agenda Customizing according to the aims3. Determine methods of conducting the
meeting Need, Time available & meeting place Short & Participative Group discussion
Sales Meetings Organization
4. Execution: Decisions on speakers, Seminar Leaders,
Meeting Site & Time Infrastructure including room
arrangements 5. Evaluation: Meeting accomplished its specific aims Participant Feedback
Types of Sales Meetings
1. National Sales Meetings: Advantages:
Comprehensive change in policies; Standardized explanations & answers; common platform; better coordination
Disadvantages High Costs Convenient time problem, Disruption of routine
Types of Sales Meetings
2. Regional Sales Meetings: Advantages:
Decentralization Reduced Traveling costs Lowering lost selling time
Disadvantages: High demand on executives Smaller percentage of top management
Types of Sales Meetings
3. Local Sales Meetings Strength is Informality Ample time for each sales person Better Acquaintance & Group Identity4. Remote control & Traveling sales
meetings Closed circuit Television Sales meetings by Telephone Sales Meetings at Home Traveling Sales Meetings
Sales Contests
Special selling campaign offering incentives in the form of prizes & awards beyond those in the compensation plans
Provide extra incentives to increase sales volume, to bring in more profitable sales volume
Needs for esteem and self actualization
Sales Contests Objectives To obtain new customers To secure larger orders per sales call To push slow moving items, high margin
goods, or new products To overcome a seasonal sales slump To sell a more profitable mix of products To improve the performance of distributors
sales personnel To promote seasonal merchandise To obtain more product displays To get reorders To promote special deals to distributors,
dealers
Sales Contests
1. Contest Formats : Direct or Novelty Direct Format describes specific
objective Novelty format uses a particular theme
based current event, sport or any other idea
Important Points: Timely & Effective Understandable to the audience
Sales Contests
2. Contest Prizes: Cash, Merchandise, Travel or Special honor Cash:
Potency weakens as an individual's needs are up in need hierarchy
No Permanent evidence of their achievements
Merchandise: Permanent evidence of the achievements Represents value larger than cash
Sales Contests
2. Contest Prizes Travel:
More Popular & glamorized Escape the job’s routine
Special Honor & Privileges: Independent Entrepreneurs Strengthens group identity & build team
spirit Sales persons social needs
Sales Contests3. Contest Duration: Mostly run for one to four months No set guidelines Consideration of length of time interest 4. Contest Promotion: Planned barrage of Promotional material A Teaser campaigns sometimes precedes
formal announcement Techniques to hold & Intensify Interest
Sales Contests
Managerial Evaluation of contest: Contest vs. alternatives Short & Long term effects Design Fairness Impact upon sales force morale
Sales Contests
Objections: No reason to reward sales persons for their
regular duties High Caliber & more experienced sales
personnel consider sales contests juvenile Unanticipated & undesirable results Bunch sales Disappointment to losers Temporary motivating devices Weakens Team Spirits
THANK YOU