Organizing Sales Meeting

TC/IS/2011/MS/118Sales Management and DistributionDepartment business and Management StudiesTrincomalee Campus

Sales Meeting important for ………

Communication

Motivational purposes

Planning and Staging Sales Meetings

A C M E EAims

Content

Method

Execution

Evaluation

Aims of Sales Meeting

Improving the quality of sales force. Orienting the sales personnel on the advertising

program. Increasing the effectiveness the sales personnel . Introducing new services for customers.

Will the probable results justify the estimated cost

Are they realistic time,audience,oth

etr conditionAre these aims

clear and attainable

Content of Sales Meeting

-Derive from meetings specific aims-Creating a Sales Agenda

What we know about new product?

What we think the trade‘s reactions will be and why?

What you should do and how?

Method of sales meeting

-Aim -Content-Time available-Meeting place

There are some methods for sales meeting01.Local sales meetings02.Group discussion03.Regional and national sales meetings

Execution of sales meetingRoom arrangement01.Herringbone02.Workshop03.Inverted U-Shape04.Seminar or the British Square

Herribbone Method

Used when the presentation is lecture but with participation. Attendance see more of others. All of the seats are angled inward towards the podium. Again the audience is closed in , making it difficult for

audience member to enter or exit.

Work shop Method

Appropriate for smaller groups Use for buzz sessions on particular topics and report Round tables are preferred but rectangle one is used Most important things are : -Audio visual equipment -Provision of materials(pads and pencil0 -Starting and closing time

Inverted U shape

Tables and chairs arranged as U-shape The open area allows to presenter as a focal point Audience interaction is enhanced ,with audience

members facing each other. Insufficient use of floor space with seating capacity

reduced

Seminar or British Squre Method

There are four sides and no open and, with audience all facing inwards.

Audience enhanced fully enhanced, with audience members all facing each others.

There haven’t main focal point for presentation Seating capacity is reduced

Evaluation

Important to increase meeting effectiveness Can determine whether the meeting accomplished

its aims Feed back is necessary Sales meeting evaluation form is important

Sales Meeting evaluation form SALES MEETING-EVALUATION

IN order to continue our efforts to improve the efectiveness of sales meetings,we need your answers to the following question.You are under no obligation to sign this form.Thanks so much.

1.Did the seminar leader: -know the subject ? Yes….. No….. -present the subject practically ?Yes….. No….. -speak cleraly ? Yes….. No….. -develop meaningful discussion from the group ? Yes….. No….. -respond to your questions fully ? Yes….. No…..

2.The most important thing I got out of this meeting was……………………………………………………………………………………………………………………………………………………………..3.How might this meeting have been improved ? ...........................................................................................................................................................................................................................................4.Anything else ? ………………………………………………………………………………………………………………………………………………………………………………

National Sales Meetings Entire sales forces bring at a central site Ex: Comprehensive changes in marketing or sales policies.

Advantages-Provide standard explanation and answer to question-Provide more stimulation-All sales person have to chance to meet their counter parts-There is much learn in the inter change of experiences-Better coordination between office and the fieldOpportunity for product training with technical manufacturingDisadvantages-Difficult to find convenient tome for all salesperson-Company routine is disrupted-Competitors may cut into market share

Regional sales meetings Design to emphasize unique problems of that region.

Advantages-Trends away from national towards the regional sales meetings due to: 01.Reducing total travel cost 02.Lowering lost selling time-Head quarters executive have direct contact with the field personnel and learn about currents problems of hand

Disadvantages-Demand on executive time may be excessive.-Top management attendance depreciates the meetings importance.

Local Sales Meetings

Conducted weekly or biweekly by district sales managers.

Sales person having an opportunities to pose questions and to state personal views.

Remote Control and Travelling sales meetings

Conducted by :

01.Closed –circuit television02.Sales meeting by telephone03.Sales meetings at home04.Travelling sales meetings

Closed Circuit Television

Enable to hold sales meeting simultaneously

Live at one meeting and

telecast others

Larger sales forces or

larger dealer

organization

Use to introduce new product or launch national sales campaigns

Small group meetings and

discussion

No longer than 20

members

Save time and money

Lose little time from their jobs

Sales meeting by telephone

Mail recording or printed materials

Sales Meetings At Home

Two fromat01.Record an executive meetings and provide castte copy02.Print and illustrate script of a home office meetings

Receive information free from distraction

Review information

many times and save time and

money

Travelling Sales Meetings

Moves from city to city

Time and cost is high

Require numerous

physical props

THANK YOU