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SALES FORCE PROMOTION TECHNIQUES


SALES FORCE PROMOTION TECHNIQUES

        These techniques are used to motivate sales people to put in more efforts to increase sales, increase distribution, promote new or seasonal product and build up morale and enthusiasm of sales force. Sales force is linking pin between customers and the firm. Energetic efforts on the part of sales men may make the firms competitive position sound. Following techniques are generally used for sales force promotion:

(1) Sales Contest: Sales contest are organised by the manufacturer in this scheme and reward are provided to salesman who have achieved exceptional targets. Contest are used to motivate sales force. A certain sales quota is fixed for salesmen and those who exceed the quota by a specified margin are awarded cash or a certificate.

(2) Sales Training Manuals: Training materials such as manuals, visual aids flip charts, programmed learning books, etc., are useful to sales people. These manuals help on spot decision and make the task of sales men easier.

(3) Sales Meeting:  Sales Meeting are generally organised for sales people from one area, region, or district. These meeting are considered as a popular way of educating sales people. Sales meeting generally focus on product knowledge and motivation of the sales people. Formal lecture, film and slide shows, written and oral quiz contests are used in these meetings.

(4) Packets With Promotional Materials: Under this scheme promotional material are provided to salesman fulfilling certain targets. Training material such as manuals, visual aids and learning books are most useful to sales people. Promotional material often used by companies included paid vacations within or outside the country, cask or kind, medals, or merit certificate. These material many be further transferred to customers.

(5) Demonstrations: Demonstration of technical product clarify many points to the salesman which is useful when queries are made to the salesman by the prospects. This increase the confidence level of the salesman while dealing with the prospects. This technical is very effective about durable goods.

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