Sales

Front 1

Motivational effort is generally thought to include three dimensions...

Back 1

1) intensity -- amount of effort th salesperson expends on a give task

2) persistence -- how long the salesperson will continue to put forth effort

3) choice -- the salesperson's choice of specific actions to accomplish job-related tasks

Front 2

Sales Quota?

Back 2

sales goal assigned to a marketing unit for use in managing sales efforts

Front 3

3 main reasons for establishing a sales quota

Back 3

1) To help management motivate salespeople

2) Used to evaluate salespeople's performance

3) Used to direct and control salespeople's efforts

Front 4

Characteristics of a good quota plan

Back 4

1) attainable
2) easy to understand
3) complete
4) timely feedback

Front 5

Type of quotas

Back 5

1) sales volume quota -- most popular
2) activity quota
3) financial quotas -- makes sales reps conscious of the cost and profit implications of what they sell -- attempts to direct efforts to more profitable products and customers