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INTRODUCTION

A sales contest is a special sellingcampaign offering incentives in the form ofprizes or awards beyond those in the

compensation plan .

The under line purpose of all sales contestis to provide extra incentives to increasesales volume, to bring in more profitablesales volume, or to do both.

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SALES CONTEST

Sales contests are short-term incentiveprograms implemented to motivatesalespersons to achieve specific goals oractivities.

For sales contests to be successful: Objectives must be specific and clearly defined Contest theme must be exciting and clearly

communicated

Each salespersons must believe they can win Awards must be attractive to participants Contest must be promoted and managed properly

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OBJECTIVESSales contests are aimed to accomplish specific objectives,

1. To obtain new customers .

2. To source larger orders per sales call.

3. To push show-moving items, high-margin goods, or new products.

4. To over come the seasonal sales slump.

5. To sale a more profitable mix of products.

6. To improve the performance of distributers sales personnel.

7. To promote seasonal merchandise.

8. To obtain more product displays by dealers.9. To get recorders.

10. To promote special deals to distributers, dealers, or both.

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CONTEST FORMATS

Contest formats are classified as direct ornovelty.

A direct format has a contest theme

describing the specific objective, such asobtaining new accounts.

A novelty format uses a theme whichfocuses upon a current event or sport

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CONTEST PRIZES

There are four types of contests prizes:

1.Cash

2.Merchandise

3.travel

4.special honors or privileges

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CONTEST DURATION

Contest duration is important inmaintaining the interest of salespersonnel.

Contest duration should be decided afterconsidering the length of time interest

and enthusiasm can be maintained .

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Contd

Both pre and post evaluations cover

1. The contest versus alternatives.

2.Short and long term effects.

3.Design.

4.Fairness.

5.Impact upon sales force morale.

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THANK YOU