1. Submitted to: Prof. Anik Mehta
By:
Diana Christian (5)
Rubina Pathan (20)
Kunal Shah(27)

2. Sales Meetings & Sales
Contests
 Sales Meetings Objectives:
 Communication & Motivational Purposes
 Exchanging Information & Ideas
 Directions & Guidelines to Sales persons
 To Stimulate the group to raise its standards as to
reasonable & acceptable performance
 Appraisal & reviewing the job performance

3. Sales Meetings Organization
A-C-M-E-E
 Defining the specific Training Aims
 Deciding Meeting Content
 Determine methods of conducting the meeting
 Deciding upon execution of the meeting
 Evaluation of the results

4. Sales Meetings Organization
1. Defining the specific Training Aims
 Communicate & Motivate
 New Product Introductions
 Improving Deficiency in Sales People
 Orienting Sales Personnel on advertising Program
 Introducing New Services for customers
 Aims to be clear & attainable
 Probable results justify the estimated costs

5. Sales Meetings Organization
2. Deciding Meeting Content
 Planning the agenda
 Customizing according to the aims
3. Determine methods of conducting the meeting
 Need, Time available & meeting place
 Short & Participative
 Group discussion

6. Sales Meetings Organization
4. Execution:
 Decisions on speakers, Seminar Leaders, Meeting
Site & Time
 Infrastructure including room arrangements
5. Evaluation:
 Meeting accomplished its specific aims
 Participant Feedback

7. Types of Sales Meetings
1. National Sales Meetings:
 Advantages:
 Comprehensive change in policies;
 Standardized explanations & answers;
 common platform;
 better coordination
 Disadvantages
 High Costs
 Convenient time problem,
 Disruption of routine

8. Types of Sales Meetings
2. Regional Sales Meetings:
 Advantages:
 Decentralization
 Reduced Traveling costs
 Lowering lost selling time
 Disadvantages:
 High demand on executives
 Smaller percentage of top management

9. Types of Sales Meetings
3. Local Sales Meetings
 Strength is Informality
 Ample time for each sales person
 Better Acquaintance & Group Identity
4. Remote control & Traveling sales meetings
 Closed circuit Television
 Sales meetings by Telephone
 Sales Meetings at Home
 Traveling Sales Meetings

10. Sales Contests
 Special selling campaign offering incentives in the
form of prizes & awards beyond those in the
compensation plans
 Provide extra incentives to increase sales volume,
to bring in more profitable sales volume
 Needs for esteem and self actualization

11. Sales Contests Objectives
 To obtain new customers
 To secure larger orders per sales call
 To push slow moving items, high margin goods, or
new products
 To overcome a seasonal sales slump
 To sell a more profitable mix of products
 To improve the performance of distributors sales
personnel
 To promote seasonal merchandise
 To obtain more product displays
 To get reorders
 To promote special deals to distributors, dealers

12. Sales Contests
1. Contest Formats : Direct or Novelty
 Direct Format describes specific objective
 Novelty format uses a particular theme based
current event, sport or any other idea
 Important Points:
 Timely & Effective
 Understandable to the audience

13. Sales Contests
2. Contest Prizes:
 Cash, Merchandise, Travel or Special honor
 Cash:
 Potency weakens as an individual's needs are up in
need hierarchy
 No Permanent evidence of their achievements
 Merchandise:
 Permanent evidence of the achievements
 Represents value larger than cash

14. Sales Contests
2. Contest Prizes
 Travel:
 More Popular & glamorized
 Escape the job’s routine
 Special Honor & Privileges:
 Independent Entrepreneurs
 Strengthens group identity & build team spirit
 Sales persons social needs

15. Sales Contests
3. Contest Duration:
 Mostly run for one to four months
 No set guidelines
 Consideration of length of time interest
4. Contest Promotion:
 Planned barrage of Promotional material
 A Teaser campaigns sometimes precedes formal
announcement
 Techniques to hold & Intensify Interest

16. Sales Contests
 Managerial Evaluation of contest:
 Contest vs. alternatives
 Short & Long term effects
 Design
 Fairness
 Impact upon sales force morale

17. Sales Contests
 Objections:
 No reason to reward sales persons for their regular
duties
 High Caliber & more experienced sales personnel
consider sales contests juvenile
 Unanticipated & undesirable results
 Bunch sales
 Disappointment to losers
 Temporary motivating devices
 Weakens Team Spirits

18. THANK YOU