Sales meeting AND SALES CONTEST

SALES MEETING AND SALES CONTEST

1. SALES MEETING AND SALES CONTEST

2. SALES MEETING A gathering in which a product or service is being discussed, and the benefits are outlined to the potential buyer . It is a coming together of a representative of the company selling the product or the service and the potential buyer. Usually it is in a presentation format, but it can be a telephone call or an online meeting as well. During a sales meeting, the salesperson provides a description of the product and explains the ways in which it will meet the needs of the buyer.

3. Sales Meetings: Planning and Staging Purpose of planning : A-C-M-E-E 1. Aims 2. Content 3. Method 4. Execution 5. Evaluation

4. Sales Meetings Planning 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

5. Sales Meetings Organization 2. Deciding Meeting Content Planning the agenda 3. Determine methods of conducting the meeting Aim, Content, Time available & meeting place

6. 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

7. Types of Sales Meetings 1.National Sales Meetings: Advantages: Comprehensive change in policies Standardized explanations & answers better coordination Disadvantages High Costs Convenient time problem, Disruption of routine

8. 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

9. Types of Sales Meetings 3. Local Sales Meetings Strength is Informality Ample time for each sales person Better Acquaintance & Group Identity 4. Remote control & Traveling sales meetings Closed circuit Television Sales meetings by Telephone Sales Meetings at Home Traveling Sales Meetings

10. 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

11. 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

12. TYPES OF SALES CONTEST There are 3 types of sales contest Direct Competitor: The sales people compete against each and there is one winner. Team Competition: There are teams which are rewarded collectively for winning. Goal: Rewards are given for achieving goals which may be won by more than one person.

13. CONTEST PRIZES Cash Merchandise Travel Special honors or privileges There are four kinds of contest prize: cash, merchandise, travel and special honors or privileges. Cash and merchandise are the most common prizes. Many sales contests feature more than one kind of prize, for example, travel for large awards and merchandise for lesser awards.

14. MANAGERIAL EVALUATION OF SALES CONTEST The contest versus alternatives Short and ling-term effects Design Fairness Impact upon sales force morale There are two times when management should evaluate a sales contest-Before and After. Pre-evaluation aim to detect and correct weaknesses. Post-evaluation seeks insights helpful in improving future contest. Both pre and post-evaluation cover alternatives, short and long-term effects, design, fairness and impact upon sales force morale.