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Management of Sales Quota
• Type of products
• Size of company
• The type of supervisory organization.
Qualities
1) Ability to define the position’s exact functions and
duties in relation to the goals the company should
expect to attain:
• The sales executives calculate what is entailed in their
responsibilities.
• They draw up their own descriptions.
2) Ability to select and train capable subordinates and
willingness to delegate sufficient authority to enable them
to carry out assigned tasks with minimum supervision:
Definition
• Sales Quotas are the targets that that the sales people
try to achieve within a specific period of time, which
contributes towards achieving the organizational goals
regarding sales forecasts.
Meaning
• Quotas are routinely assigned to the sales unit.
1) Scheduled planning
2) Conferencing with each sales person
3) Arriving at a summarized written quota
statement.
1) Scheduled planning
• It involves planning for goal setting meetings with individual
salespeople and particularly with new recruits.
• Here the sales person does not decide the price and has
no control over the manufacturing cost.
Sales activity quota
• The sales person is not always involved in sales
realization; for example a retail salesperson has a
job of providing information only.