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
·
·
Types of sales quota
o
Sales volume quota
o
Sales budget quota
o
Sales activity quota
o
Combination quota
quotas are based on:
- forecast
- sales forecast & potential
- past sales & experience
- executive judgement
- sales people judgement
- compensation
Chester Fernandes
roll.No. 06
No comments:
Post a Comment