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Goal Setting

"A formal program of setting numerical or quantitative performance objectives for individual or groups”

A sales person wants to maximize his

income.

Company wants to set high targets.

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Objective of determining goals

Goals focus attention towards goal relevant activities.

Goals serves as an energizer.

Goals motivate a sales person.

Goals creates efforts.

Profit generation.

Market capture.

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Goal Setting ProcessWrite down the goals to be achieved.

Determine how to measure goal achievement.

Assigning responsibilities.

Establishing deadlines.

Identify obstacles.

Identify how to overcome obstacles.

Review & Monitoring progress.

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SMART Concept

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Market Potential

"It is the maximum market demand resulting from a very heavy industry expenditure where further increase in expenditure would have little effect on increase in demand.”

•Determines whether and to what extent a market for your product or service exists

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Analyzing Market Potential Identification of market

Motivating the customer.

Analyzing market potential.

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Sales Potential Analysis"Sales potential is maximum estimated company sales of a product or service based on maximum share in percentage of market potential expected by a company”

Sales analysis enables a company to identify the areas where its sales efforts is most needed.

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Process in sales analysis Determine the sources of sales information.

Collection of sales data.

Processing of sales data.

Formulating the results.

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Uses of sales analysis In sales forecasting.

Sales performance measures .

Evaluate market position.

Modifying sales territory structures.

Planning sales force activities.

Evaluating sales force performance.

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