About Sales contest

1. SALES MEETINGS
-for communication and motivation purposes
-provide occasions in exchanging information and
ideas
-provide occasions for stimulating the group as a
whole to raise its own expectation as to reasonable
and acceptable level of performance

2.  FIVE
MAJOR DECISIONS
 1. Aims
 2. Content
 3. Method
 4. Execution
 5. Evaluation

3. 
ADVANTAGES:
 Provide more stimulation
 All sales personnel have the chance to meet
their counterparts
 There is much learn in the interchange of
experiences
 The size of the national sales meetings tends
to generate contagious enthusiasm

4. DISADVANTAGES:
 Difficult to find convenient time for all sales
personnel to attend
 Company routine is disrupted and
competitors may make inroads into
company’s sales while they are away to
their territories
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C. REGIONAL SALES MEETINGS
ADVANTAGES:
Reduce total travel cost and lower the cost
of productive selling
Headquarters executive have direct
contact with the field personnel and learn
about current problems at first hand

5.  DISADVANTAGES:
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Demands on executive maybe
excessive
Tends to depreciate meeting’s
importance in the eyes of sales staff
Difficult to develop a spirit of contagious
enthusiasm

6.  FORMS:
 Closed-circuit
television
 Sales meetings by telephone
 Sales meetings at home
 Traveling Sales Meetings

7. 
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OBJECTIVES
To obtain new customers
To secure large orders per sales call
To push slow moving items, high margin goods or new
products
To sell more profitable products
To overcome seasonal sales slumps
To improve the performance of distributors sales personnel
To promote seasonal merchandise
To obtain more product displays by dealers
To get renewal business from the present or former customer
To promote special deals to distributors or both

8. TYPES:
1.
DIRECT- the contest team
describe the specific
objectives
2. NOVELTY- controversial

9. -
run for periods as short as week
as long as a year but most run
from one to four months
CONTEST PROMOTION
-encourage groups or
individuals to complete
each other

10.  A.
The contest versus alternatives
 B. Short-long term effects
 C. Design
 D. Fairness
 E. Impact upon sales force morale

11. 
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Sales people are paid for their service under
provision of the basic compensation plan, and
there is no reason to reward them for performing
regular duties
High calibre and more experienced sales
personnel look upon sales contest as juvenile and
silly
Contests are often lead to unanticipated and
undesirable results
Contest causes sales people to bunch their sales
during their competition and sales slumps occur
both before and after the contest
The disappointment suffered by contest loser
cause a general decline of the sales force morale
Contests are temporary motivating devices and if
used to frequently, have a narcotic effect
The competitive atmosphere generated by sales

12. 
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FOUR MANAGEMENT PROCESS
1. ESTABLISHING PERFORMANCE STANDARD
A. Quantitative performance objective
› TYPES:
 Quotas
 Selling Expense Ratio
 Territorial net profit or gross margin ration
 Sales coverage
 Call frequency ratio
 Calls per day
 Order call ratio
 Average cost per call
 Average order size
 Non selling activities
 Multiple quantitative performance standards

13. 2. RECORDING ACTUAL PERFORMANCE
 SYSTEM
OF FIELD SALES REPORT-to
provide control information.