Professional Documents
Culture Documents
Sales meeting are important both for communication and motivational purposes. When sales personnel are on the road without the day-to-day opportunity for employer communication and supervision, periodic group meeting are valuable for exchanging information and ideas
1. AIM
it is very essential to have a clearly defined objectives A new product may be about ready for introduction or research may have uncovered new insights on customer attitudes and behavior, and either of these could lead to meetings to communicate these matters to personnel and it is hoped to motivate them.
Supervisory reports might have indicated that many sales personnel are deficient in applying sales techniques There may be new company policies or sales goals requiring explanation.
2. CONTENT
determining a meeting content is a matter of planning its agenda. An agenda, is a list or an outline of things to be considered or done during a meeting.
Drawbacks of NSM
It is expensive It is difficult to find a convenient time for all sales personnel to attend, Company routine is disrupted and Competitors may cut into market share wile sales personnel are away.
advantages
Sales personnel receive the information at home free from distractions It saves time and money. They can review the information many times.
SALES CONTESTS
it is a special selling campaign offering incentives in the form of prizes or awards beyond those in the compensation plan.
Specific objectives
To obtain new customers to secure larger orders per sales call. To push slow-moving items, or new products. To improve the performance of distributors sales personnel To promote seasonal merchandise To obtain more product displays by dealers To get reorders
Contest prizes
Cash Merchandise Travel Special honors or privileges.