Recap of the lecture on 1st March 2012

Tag Line of the week is:

“Chota Hai Par Quota Hai”

Factors influencing number of sales people in an organisation:

Territories vary in their demand and structure for prospecting.

-Product Mix demands

-Levels and types of prospecting

-Nature of Sales

Other factors that influence sales are as follows:

1)Attrition Rate

2)Geographical factors

3)Environmental factors

Eg: Some people in the city might travel a lot in the city or some might have to travel intercity

Sales Territory is also of different shapes.

Sales Quota: It is the goal that it is to be achieved. Quota will always remain with you for your life.

Types Of Sales Quota:

Demographics-Age, Gender, Income level

Segmentation

Purchasing Power Parity

Awareness

Consumer Profiling

Quotas are based on sales forecast and potentials.

Past sales and experience

Executive judgement-As in Times Of India, a movie is rated, that comes under executive judgement.

Sales People Judgement

Compensation 

-Shashank Katiyar

RMM-12