SM_OUTLINE_CHAPTER7

SM_OUTLINE_CHAPTER7 - CHAPTER 7 SALES OBJECTIVES AND QUOTAS...

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CHAPTER 7 SALES OBJECTIVES AND QUOTAS I. WHAT IS A QUOTA? A. A quota refers to an expected performance objective routinely assigned to sales units, such as individuals, regions, or districts. II. WHY ARE QUOTAS IMPORTANT? A. Quotas Provide Performance Targets B. Quotas Provide Standards C. Quotas Provide Control D. Quotas Provide Change Of Direction E. Quotas Are Motivational III. TYPES OF QUOTAS A. Sales Volume Quotas 1. Sales Volume Quotas – a performance objective that includes dollar or product unit objectives for a specific period. 2. Breakdown total sales volume a. To do this, ask these questions: To whom are we going to sell? Where are they located geographically? Which products will be sold? Which products will sell the best? During what time period will the sales occur? b. While answering these five questions, salespeople will establish sales volume quotas for the following: Product lines; Individual established and new products; Geographic areas based on how the sales
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SM_OUTLINE_CHAPTER7 - CHAPTER 7 SALES OBJECTIVES AND QUOTAS...

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