Tuesday, February 5, 2008

Fixing Sales Quotas

Sales force management systems are information systems used in marketing and management that help automate some sales and sales force management functions. They are frequently combined with a marketing information system, in which case they are often called Customer Relationship Management (CRM) systems. CRM is part of Agency Management System. We talked Sales Forecasts and Sales Budgets in our last post. Today we are going to talk about Fixing Slaes Quotas.

Fixing Sales Quotas/targets for individual sales territories/salesman
Sales Quotas are quantitative objectives assigned to sales organizational units i.e., to individual sales personnel. In some company’s, sales management sets quotas for middlemen, such as agent, wholesalers and retailers.

Quotas set for sales regions or other marketing units are broken down and assigned to lower level units like sales districts, or to individual sales personnel. All quotas have time dimension- they quantify what management expects with in a given period.

We will talk about Objective of fixing sales quota in next post.

ref: Insurance Software, Insurance SFA, agency management system


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