Wednesday, November 21, 2007

Personal Selling Objectives-Sales Management Task-1

Setting Personal Selling Objectives
We talk about Sales Force Management and Sales Management-Task Involved in our previous talk. Today we are going to talk first task that is Setting Personal Selling Objectives which we have mention in our taks involved list in our talk on Sales Management and Sales Force Management.

Marketing management in consultation with sales management determines person selling’s exact role in the promotional program. Usually the marketing planning group sets personal selling objectives, determines sales related marketing policies, formulates personal selling strategies and finalizes the sales budget.

Types of personal selling objectives:
Selling objectives broadly classified into two categories they are qualitative objectives and quantitative objectives.

Qualitative objectives:

1) To do the entire selling job.
2) To service existing accounts.
3) To search out and obtain new customers.
4) To secure and maintain customers co-operation in stocking and promoting the product line.
5) To keep customers informed on changes in the product line and other aspects of marketing strategy.
6) To assist customers in selling the product line.
7) To provide technical advice and assistance to customers.
8) To assists with the training and middlemen’s sales personnel.
9) To provide advice and assistance to middlemen on management problems.
10) To collect and report market information of interest and use to company management.

Quantitative Objectives:
1) To capture and retain a certain market share.
2) To obtain sales volume in ways that contributes to profitability.
3) To obtain some number of new accounts of given types.
4) To keep personal selling expenses with in set limits.
5) To secure targeted percentage of certain accounts business.



ref: sfa and sales management software

11 comments:

Anonymous said...

Wow, NIcwe and good contain you have presented in nice way. i m glad to red it.

Unknown said...

Hi,
I like your blog on Sales Management Task. I love to read about Personal Selling Objectives. I like your post on Sales Management and Sales Force Management.

Lee said...

Hello,
I like your blog on Sales Management Task. Your discussion about Setting Personal Selling Objectives is very useful. I like to read your post on Personal Selling Objectives on Sales Management Task. I have read your previous post also on Sales Force Management as part of LeadOrganizer and Sales Management.

Anonymous said...

Good brief and this enter helped me alot in my college assignement. Thank you seeking your information.

Anonymous said...

Hey, just want to say hi. I'm new here.

Anonymous said...

Good fill someone in on and this post helped me alot in my college assignement. Gratefulness you as your information.

Anonymous said...

i truthfully adore your own posting style, very unique.
don't give up and keep writing for the simple reason that it just simply well worth to read it,
impatient to browse a whole lot more of your own web content, have a good one :)

Anonymous said...

Teгrific work! That is the type of infoгmatiοn that are mеant to be shareԁ acгοѕѕ the inteгnet.
Shame on the ѕеarch engіnes for noω not
ροsitioning this put up upper! Comе οn οѵer аnd seek аdviсe fгom mу wеbsitе .
Thankѕ =)

My page - faceonline.pl
my web site - website bouwen

Anonymous said...

I аm reаlly impressed ωith your writіng skіlls and alsο with the layout οn
уour blog. Is this a paіd theme or diԁ you modіfу it yourѕelf?

Anуwаy keеp up the nice quality writing, it is rаre
tо see a great blog like this one these days. http://www.sitementrix.net como fazer um site

Anonymous said...

I'm really enjoying the theme/design of your web site. Do you ever run into any web browser compatibility issues? A number of my blog visitors have complained about my website not working correctly in Explorer but looks great in Chrome. Do you have any suggestions to help fix this issue?

Feel free to visit my webpage - как сделать сайт

Anonymous said...

Think about using a mouth area guard when you sleep. Should your jaw bone is poorly in-line, this may lead to complications with sleep apnea. The positioning of the mouth offers quite a bit to do with regardless of whether you are getting sufficient air flow. Getting installed to get a mouth defend may help your inhale and exhale while it's fixing the issue. [url=http://www.x21w12w21.info]Phila56r[/url]