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Sales Quota and Sales Budget, Notes for Distance MBA

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SalesQuotaandSalesBudget,NotesforDistanceMBA
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BhagirathJakhar SalesQuotaandSalesBudget,NotesforDistanceMBADecember9th,2009
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ViewAllVideos SalesQuota(SQ)
Institutes
SearchInstitutesandcourses SQaregoalssetbyacomp.foritsmarketingunitforacertainperiodoftime.Marketingunitmayberegions,
EditMyInstitute territory,branch,salesperson,adistributionoradealer.
Articles SQcanbesetonsalesunit,expenses,profitmargin,activity,customersatisfactioncombination.Annualsales
PublishanArticle quotaforeachmktgunitcanbebrokendowntoquarterly/monthly.
StudentofMBAatPIBM
SummerInternship
BankingandFinance
Pune,Maharashtra ObjectivesofQuotaarelike:
HumanResources
Marketing 1.Makingavailableperformancestandard:
Institute:PIBM
Operations Itactasatooltomeasureperformanceofsalesperson,actasagoal/targetsetter.
InformationTechnology
Status:Offline PerformanceStd.setagainstwhichactualperformanceiscomparedtoevaluatesalespersonsperformance.
Finance
Posts:
Legal 93 2.Controllingperformance
Entrepreneurship BYsellingquotasforspecialactivities,salesvolume&sellingexpenses.
JoinDate:Jul2008
Strategy TheSM(salesmanager)controlstheperformance.Fore.g:10callsperday/5callsofbusinesscustomers
ViewAll Pune,Maharashtra
Location: indirectlymonitors/controlstheactivitiesofsalespersonbysettingquotas.
Communities
CreateaCommunity Cankeepaneyeonwastefulexpenditureoncustomer(travelling,lodging,entertainment&meals)company
BrowseCommunities reimbursessalesexpensesonlyupto0.5%ofsaleslimitexpenses?Controloverreporting&caninfluencesales
Events performance.
OrganizeanEvent
BrowseEvents 3.Motivatingpeople
Jobs Salesquotasaresetbymotivatingsalespeoplebymoney.performanceisrecognizedbyawards/rewardslike
PostJobs tripsabroad.Thisfinancialcompensation/rewardsarecalledincentives.Theincentivesarelinkedwithquotas
SearchJobs whicharemadeachievableforsalesperson.Sothatheputsinextraefforttoachievehisquota.
Contact
4.Identifyingstrength&weakness:Actualperformancecompoundrespectivequotasofdifferenceterritories&
salespersons,TheSMcanidentifysuccessful&unsuccessfulperformance.Analysisofcausesofpoorperformance
mayrevealtrainingprogramneedsimprovement,betterproductqualityrequiredtomeetcustomerneeds&
positioningstrategy.

TypesofQuota:

I)SalesVolume:
1)Rs.salesvolume:manyproducteasiertomanage(HUL)
2)UnitSalesvolume:Setssalesvolumeinunits.E.g.machinery/milk/petrol.
3)Pointsalesvolume:Whencompanywantstomakeprofitwilltarget.

SalesVolumequotasalesperson,distributor,retailerbasedongeographicarea/productforaspecificperiod.
Pointsalesvolume:productwhicharemoreprofitforthecompanywillreceivemoreprofitableforthecompany
willreceivemorepoints..

II)FinancialQuota:Grossmargin/profitGrossmarginquotaisdecidedbycostofgoodssoldfromsales
volume.

Costofgoodssoldsellingexpensescostofgoodsmanufacturing=grossmargin.(Nocontrolonmanufacturing
cost)bysalesperson.

Expensequota:Companiescontroloverincostofselling(travelling)controloverexpensesalongwithsales
volumequota,SOthatsellingexpensesarekeptinline.
E.g.PantaloonGarvsekahoHumkanjushai

III)ActivityQuota:Directsalespersontocarryoutjobrelatedactivity.
Definingimportantactivity

Findingouttimerequiredforcarryingoutactivity
Decidingprioritygiventocarryoutactivity.

Decidingquota/frequencyforimportantactivity.

IV)Combinationquota:Sellingactivity&nonsellingactivities,usespointascommonmeasuretoovercomethe
problemofdifferencemeasuresusedbyvariousquotasdiscussedearlier.
MethodsforsettingQuotas
1)Territorypotential
2)Partsalesexpenses

3)Totalmarketingestimates
4)Executivesjudgment
5)Salespeoplesestimates
6)Compensationplan

SalesBudget

WhatdoyoumeanbySalesBudget?

Estimatesofexpectedvolumeofsalesandsellingexpenseareknownassalesbudget.Thesalesvolumeofsales
budgetisbasedonsalesforecast.

SalesBudgetSlightlylowerthantheSalesforecasttoavoidexcessive.
SaleBudget=>Productwisequantities
=>Territorywisequantities

=>Customerwise&salesPersonwisesalesvolume.

PURPOSEOFSalesBudget:

1.Planning:ProfitPlanningbasedexpectedsaleslesscostofachievingthesales.SBincludessalesgoals,
strategy&actionplan+costofexpectedplanisbasedinsalesquotaproductionterritorycustomer&selling
price.

2.Coordination:SBisfinalizedbycoordinationwithmarketing+Finance+Product+HR.Coordination@all
anglesbyalldepartmentstoachievesimilargoals.

3.Control:Toolforevaluationofpert.SBisdefinedtermofsalesvolume&sellingexpensesstandardofpert
againstactualperformance.
YearlyBudget.Broken=>
=>Quarterly=>Monthly
=>

Methodsusedfordecidingsalesexpensebudget.
1.%ofsalesmethod
2.Executivejudgment

3.Objectiveandtaskmethod

SALESBUDGETPROCESS

1REVIEWSITUATION:salesmanagementreviewspast,present,andfuture(budgetperiod)pasthelpstoactual
reference,presentfuturehelpstounderchangingmarketingenvironmentandexpectedreference.

2COMMUNICATION:salesmanagementcommunicationinwritingtoallfieldofficeregardingformats,
guidelines,assistsandtimeaboutallthreebudgets.

3Subordinatesbudgets:firsttimefieldsalesmanagerspreparessalesbudgetfortheirrespectivesales
territoryandsubmitsittoreportingmanagesandupwardstonationalsalesmanagerwhopreparesthe
companiesproposedsalesbudgetbycombiningthereceivedbudget.

4Approvalofthesalesbudget:InconsultationwithmarketingheadNationalsalesmanagerprepares2/3
alternativeproposalsofsalesbudgetandmakepresentationtotopmanagement.

5Otherdepartment:FinalsalesbudgetisgiventootherdepartmenttopreparearetheirbudgetandApproval
salesbudgetisbrokendownintoeachsalesterritoryquarterlyandmonthly.A/csdepartmentpreparescash
budgetandprofitbudgetbasedonsalesrevenueinformationgivenbysalesdepartmentandexpensesbudget
givenbyotherdepartments.
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Re:SalesQuotaandSalesBudget,NotesforDistanceMBA

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BusinessEducation Re:SalesQuotaandSalesBudget,NotesforDistanceMBAJune2nd,2015

Quotasareareflectionofsalestargetssetforanindividualinasalesorganization.Afteracorporategoalis
established,managersdistributequotasdownthroughthesalesterritoryhierarchyuntilallterritoriesandtheir
respectiveownershavequotas.

TypesofSalesQuota:

StudentofBMM
1)VolumeBasedQuotas
2)ProfitBasedQuotas
Mumbai,Maharashtra
3)CombinationQuotas
ManagementParadiseGuru
Status:Offline

Posts:4,329

JoinDate:Jun2012

Location:Mumbai,Maharashtra

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