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
Showing posts with label Sales Forecasts. Show all posts
Showing posts with label Sales Forecasts. Show all posts
Tuesday, February 5, 2008
Sunday, January 20, 2008
Sales Forecasts and Sales Budgets
Sales Force Management we are talking here which is part of agency management system. We talked Sales Force Automation in past post.
Today we are going to talk Sales Forecasts and Sales Budgeting.
Sales forecasting is the estimation of future sales of a company in a given period. It indicates how much a company with a given amount of resource can sell if it implements a particular marketing program.
Methods of sales forecasting
Sales forecasting method is a procedure for estimating how much of a given product can be sold if a given marketing program is implemented. Following are the some of the methods used in forecasting.
- Jury of executive opinion
- Delphi technique
- Poll of sales force opinion
- Projection of past sales
- Time series analysis
- Exponential smoothing
- Survey of customer buying plans
- Economic model building and simulation
Subscribe to:
Posts (Atom)
