Case Study: Sales Management And Practices

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ashworth college | BM410: Sales Management & Practices | Assignment 08 | | Wayne Clough | 7/16/2013 |


Wayne Clough
Student Number: AC1302019
BM410: Sales Management & Practices
Assignment 08:
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These can include all of the sales activities such as prospecting new clients, making the appointments, seeing the clients, presentations and sales pitches and finally then closing the deal.
There are 3 ways in which the sales manager can apply these criteria to the sales force performance and they include; performance planning, performance appraisal and a performance review.
The first of these is the performance planning, this is an approach to the managing of performance, which involves the setting of aims and expectations. The sales manager can achieve this by getting the salesperson to ask himself the following questions; “Where am I going?”, “How will I get there?”, “How will I be measured?”.
The next way these criteria to the sales force performance evaluation is through performance appraisal. The way this is effective is when immediate feedback is given, this could be through praising good work done or by correcting for work not done to satisfaction on each task that has been completed.
The final way to evaluate effectively is by using a performance review. This is the overall performance evaluation and once this has been completed the sales manager can asses if the salesperson is an asset to the company.
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These include activities that a salesperson needs to perform regarding sales and these may include; making calls or sending e-mails to potential clients. This quota is in place to ensure that the salesperson is making an effort to attract new clientele.
The second one that is mentioned is that of financial quotas. This includes an expense quota this includes a budgeted amount allocated to the salesperson with making sales in a specific area, this is used as a cost control measure by sales. It also includes the profit quotas, which includes in it the gross margin quota, the contribution margin quota and the net profit quota. This can either be set for a salesperson, a branch or a group of products.
The third mentioned quota is that of combination quotas. Companies which are not happy with any one of the quota usually combine two or more of this quotas. This seeks to use the strengths of several types of quotas.
The fourth of the mentioned quotas is that of sales volume quotas. This quota may be established for a certain area, a product line, a customer or any combination of these. It is more effective to set a monthly or quarterly quota than an annual one.

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