Contents


2.2 Analyse salespeople’s workload .............................................................................................................................................36 2.3 Determine the sales potential in each control unit ..............................................................................................36 2.4 Determine basic sales territories ...........................................................................................................................................37 2.5 Assign salespeople to territories ............................................................................................................................................37


3. Factors influencing sales territory design (the number and size of the territories) .........................38 3.1 Nature of the sales job .....................................................................................................................................................................38 3.2 Nature of the product .......................................................................................................................................................................38 3.3 Stage of market development ...................................................................................................................................................38 3.4 Intensity of market coverage .....................................................................................................................................................38 3.5 Intensity of competition .................................................................................................................................................................38


Module 5 – Quotas/targets 1. Introduction ............................................................................................................................................................................................................40 2. Objectives in using quotas ........................................................................................................................................................................40 2.1 To provide quantitative performance standards ...................................................................................................40 2.2 To obtain tighter sales and expense control ...............................................................................................................40 2.3 To motivate desired performance ........................................................................................................................................41 2.4 To use in connection with sales contests/competitions ....................................................................................41


3. Types of quotas and quota-setting procedures .....................................................................................................................41 3.1 Sales volume quotas ...........................................................................................................................................................................41 3.1.1 Types of sales volume quotas ...............................................................................................................................42 3.1.2 Methods (procedures) for setting sales volume quotas ..............................................................42 3.1.3 Sales volume quotas derived from total market estimates .....................................................43 3.1.4 Sales volume quotas based on past sales experience ...................................................................43 3.1.5 Sales volume quotas based on executive judgment alone .......................................................43 3.1.6 Sales volume quotas related only to compensation plan ..........................................................43 3.1.7 Letting sales personnel set their own sales volume quotas ....................................................44


3.2 Budget quotas ...........................................................................................................................................................................................44 3.2.1 Expense quotas ..................................................................................................................................................................44 3.2.2 Gross margin or net profit quotas ...................................................................................................................45


3.3 Activity quotas .........................................................................................................................................................................................45 3.4 Combination and point system quotas ............................................................................................................................46


4. Administering the quota system .........................................................................................................................................................46 4.1 Accurate, fair and attainable .....................................................................................................................................................46 4.2 Securing and maintaining sales personnel’s acceptance of quotas......................................................47 4.2.1


Participation by sales personnel in quota-setting ............................................................................47


4.2.2 Keeping sales personnel informed..................................................................................................................47 4.2.3 Need for continuous managerial control .................................................................................................47


Module 6 – Types of selling 1. Business-to-Business Sales (B2B) ........................................................................................................................................................50 2. A buying team can be appointed on a permanent or temporary basis .........................................................50 3. Roles of the buying team ............................................................................................................................................................................51 4. Telesales .....................................................................................................................................................................................................................53 5. Ethics in telephone sales ............................................................................................................................................................................54


Module 7 – Prospecting 1. Prospecting techniques ................................................................................................................................................................................56 1.1 Endless-chain technique ................................................................................................................................................................56 1.2 Influence centres ..................................................................................................................................................................................56 1.3 Personal contact and observation ........................................................................................................................................57


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