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