Fix overall quota break down overall quota into

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Fix overall quota - Break down overall quota into quotas for territories, etc. - Determine special quotas for large users - Sell quotas to salesmen IX. TERRITORY ALLOCATION - Analyse territory potentials - Allocate territories on basis of - Geographical areas - Prospect density - Economic condition - Industrial centres - Special income groups - Population increases - Increase in number of households - Rearrange territories for more effective effort - Develop routing lists for territories - Review territory allocations periodically for improvements. X. CONTROLLING THE SALES PERSONNEL - Visit regional, district and branch offices - Pay periodic visits to salesmen in the field - Arrange and attend meetings, conferences and conventions Annamalai University
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147 - Control salesmen through - Daily, weekly, monthly reports - Letters and bulletins - Personal contacts - Expense accounts - Sales meetings - Supervisors and branch managers - Quotas and special assignments - Commission and bonuses - Incentive plans - Visit important distributors and dealers - Bring distributors and dealers into home office occasionally? - Analyse orders from distributors and dealers - Find and develop new distributors and dealers - Check complaints and adjustments - Visit large and important customers - Tap information from trade association contacts - Arrange marketing research trips to old and possible The various decision areas of sales management may be exhibited as a cycle in Fig-2. Analysis Control Organisation Planning Direction Analysis: Review of the firm’s internal sales records and sales person’s reports. Planning: Selling objectives of the firm’s sales effort and malpoing out strategies and facts for achieving them. Organisation: Setting up structure and procedures for smooth and effective execution of sales programmes and plans. Annamalai University
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148 Direction : Staffing and supervision of the day-to-day implementation of sales policies, programmes and plans. Controll: Performance comparison of actual and planned sales results, examination of the reasons for observed divergencies and evaluation of the need for plan revision. 3. QUALITIES OF A SALESMAN Under this let us examine first what is personal selling or salesmanship. 3.1. Meaning of Salesmanship The American Marketing Association has defined personal selling as an “oral presentation in a conversation with one or more prospective purchasers for the purpose of making sales”. Whitehead defines salesmanship as, ”the art of so presenting an offering that a mutually satisfactory sales follows...” The ability to handle people is also salesmanship. A good salesman looks upon the work of selling as a process of making the customer buy. It is effected only if the prospect is convinced in his own mind that it will be beneficial for him to make the purchase. In terms of psychology salesmanship is persuasion which motivates feelings to action or evidence which convinces reason and judgement.
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