Skip to main content

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.

Comments

Post a Comment

Popular posts from this blog

Mintzberg’s Modes of Strategic Decision-Making

  Mintzberg’s Modes of Strategic Decision-Making 1. Entrepreneurial Mode: Strategy is made by one powerful individual who has entrepreneurial competencies like innovation and risk-taking. The focus is on opportunities. Problems are secondary. Generally, the founder is the entrepreneur, and the strategy is guided by his or her own vision of direction and is exemplified by bold decisions. 2. Adaptive Mode: Sometimes referred to as “muddling through,” this decision-making model is characterized by reactive solutions to existing problems, rather than a proactive search for new opportunities. Much bargaining goes on concerning priorities of objectives. The strategy is fragmented and is developed to move the corporation forward incrementally. 3. Planning Mode: This decision-making model involves the systematic gathering of appropriate information for situation analysis, the generation of feasible alternative strategies, and the rational selection of the most appropriate strategy. It incl...
Post a Comment
Read more

International Sales Management

Int ernational Sales Management Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must. When it comes to boosting sales performance for any size of the operation, no matter the industry, the secret to success is always precise sales management processes. Besides helping your company reach its sales objectives, the sales management process allows you to stay in tune with your industry as it grows and can be the difference between surviving and flourishing in an increasingly competitive marketplace. The past decade has seen a number of changes in global situations. Chief among these is the opening up of Russia, India, and Eastern European countries and the emergence of China as a major market. A sale is an important element of marketing. ...
Post a Comment
Read more

What Are Best Practices

  What Are Best Practices?             Best practices are a set of guidelines, ethics, or ideas that represent the most efficient or prudent course of action, in a given business situation. Best practices may be established by authorities, such as regulators or governing bodies, or they may be internally decreed by a company's management team.             “A best practice is a method or technique that has been generally accepted as superior to any alternatives because it produces results that are superior to those achieved by other means, or because it has become a standard way of doing things, e.g., a standard way of complying with legal or ethical requirements. Best practices are used to maintain quality as an alternative to mandatory legislated standards and can be based on self-assessment or benchmarking. A best practice is a feature of accredited management standards such as ISO 9000 and IS...
Post a Comment
Read more