The basic objective is that a sales management has in mind in using quotas is to control the sales efforts. A skilled management uses quotas to motivate personnel to achieve desired performance levels, apart from these there are some other objectives also which are as follows:
- To provide quantitative standards
- To obtain tighter sales and expense control.
- To motivate desired performance.
- To use in connection with sales contents.
Types of sales quotas and quota setting procedures:
There are four types of sales categories. They are
1) Sales Volume
2) Budget Quotas
We will talk about Sales Categories in our next post.