Recap

“Chota hai par quota hai”

·         Affordability method

·         Incremental method

·         Workload method

No. of sales people = no.of existing customers x no. of potential customers x ideal frequency of calls x          length of a call

Ideal selling time available for a salesperson

·         No. of sales people determined by:

o   Territories vary in their demand structure for prospecting

o   Product mix demands

o   Level & types of prospecting

o   Nature of the customer segments

·         Territory shapes

o   Circle

o   Wedge

o   Cloverleaf

·         Sales quota

o   A quota ia an expected performance objective

o   A quota ia sales assignment or goal to be achieved in a specific period of time

o   It is routinely assigned to the sales units

o   Sales unit proceed to reach quotas in their respective domains

o   Realistic quota is never given

·         Types of sales quota

o   Sales volume quota

o   Sales budget quota

o   Sales activity quota

o   Combination quota

Roshni Nair

Roll. No.: 46