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Unit 6 - Sales Quota - Coggle Diagram
Unit 6 - Sales Quota
Methods for setting SQ
• Territory potential.
• Past sales experience.
• Total market estimates.
• Executive judgment.
• Sales person estimates.
• Compensation plan
Advantages
Estimate future sales and adjust production.
Monitor individual performance.
Identify weak markets.
Stimulate sales efforts.
Motivate salespeople.
Positive market impact.
Objectives/why
provide quantitative performance Standard
obtain tighter sales and expense control
motivate desired performance
Controlling Sales Persons’ activities
Identify good Sales Person
Principles
Simple to understand
Flexibility
Level of definiteness
In short use concept of SMART
Achievable with optimum effort
Disadvantages
Credit risk.
Demotivation or idle capacity.
Frustration among salespeople.