Sales management

1. Organizing Sales
Meeting
TC/IS/2011/MS/118
Sales Management and Distribution
Department business and Management
Studies
Trincomalee Campus

2. Sales Meeting important for ………
Communication Motivational purposes

3. Planning and Staging Sales Meetings
A C M E EAims
Content
Method
Execution
Evaluation

4. Aims of Sales Meeting
 Improving the quality of sales force.
 Orienting the sales personnel on the advertising program.
 Increasing the effectiveness the sales personnel .
 Introducing new services for customers.
Will the probable
results justify the
estimated cost
Are they realistic
time,audience,othetr
condition
Are these aims
clear and
attainable

5. Content of Sales Meeting
-Derive from meetings specific aims
-Creating a Sales Agenda
What we know about new
product?
What we think the trade‘s reactions will be
and why?
What you should do and how?

6. Method of sales meeting
-Aim
-Content
-Time available
-Meeting place
There are some methods for sales meeting
01.Local sales meetings
02.Group discussion
03.Regional and national sales meetings

7. Execution of sales meeting
Room arrangement
01.Herringbone
02.Workshop
03.Inverted U-Shape
04.Seminar or the British Square

8. Herribbone Method
 Used when the presentation is lecture but with participation.
 Attendance see more of others.
 All of the seats are angled inward towards the podium.
 Again the audience is closed in , making it difficult for audience
member to enter or exit.

9. Work shop Method
 Appropriate for smaller groups
 Use for buzz sessions on particular topics and report
 Round tables are preferred but rectangle one is used
 Most important things are :
-Audio visual equipment
-Provision of materials(pads and pencil0
-Starting and closing time

10. Inverted U shape
 Tables and chairs arranged as U-shape
 The open area allows to presenter as a focal point
 Audience interaction is enhanced ,with audience members facing
each other.
 Insufficient use of floor space with seating capacity reduced

11. Seminar or British Squre Method
 There are four sides and no open and, with audience all facing
inwards.
 Audience enhanced fully enhanced, with audience members
all facing each others.
 There haven’t main focal point for presentation
 Seating capacity is reduced

12. Evaluation
 Important to increase meeting effectiveness
 Can determine whether the meeting accomplished its aims
 Feed back is necessary
 Sales meeting evaluation form is important

13. Sales Meeting evaluation form
SALES MEETING-EVALUATION
IN order to continue our efforts to improve the efectiveness of sales
meetings,we need your answers to the following question.You are under
no obligation to sign this form.Thanks so much.
1.Did the seminar leader:
-know the subject ? Yes….. No…..
-present the subject practically ?Yes….. No…..
-speak cleraly ? Yes….. No…..
-develop meaningful discussion from the group ? Yes….. No…..
-respond to your questions fully ? Yes….. No…..
2.The most important thing I got out of this meeting
was…………………………………………………………………………………
…………………………………………………………………………..
3.How might this meeting have been improved ?
.......................................................................................................................
....................................................................................................................
4.Anything else ?
………………………………………………………………………………………
………………………………………………………………………………………

14. National Sales Meetings
 Entire sales forces bring at a central site
Ex: Comprehensive changes in marketing or
sales policies.
Advantages
-Provide standard explanation and answer to question
-Provide more stimulation
-All sales person have to chance to meet their counter parts
-There is much learn in the inter change of experiences
-Better coordination between office and the field
Opportunity for product training with technical manufacturing
Disadvantages
-Difficult to find convenient tome for all salesperson
-Company routine is disrupted
-Competitors may cut into market share

15. Regional sales meetings
 Design to emphasize unique problems of that region.
Advantages
-Trends away from national towards the regional sales meetings due to:
01.Reducing total travel cost
02.Lowering lost selling time
-Head quarters executive have direct contact with the field personnel
and learn about currents problems of hand
Disadvantages
-Demand on executive time may be excessive.
-Top management attendance depreciates the meetings importance.

16. Local Sales Meetings
 Conducted weekly or biweekly by district sales
managers.
 Sales person having an opportunities to pose
questions and to state personal views.

17. Remote Control and Travelling sales
meetings
Conducted by :
01.Closed –circuit television
02.Sales meeting by telephone
03.Sales meetings at home
04.Travelling sales meetings

18. Closed Circuit Television
Enable to hold sales
meeting
simultaneously
Live at one
meeting and
telecast
others
Larger sales
forces or
larger dealer
organization
Use to introduce
new product or
launch national
sales campaigns

19. Small group
meetings and
discussion
No longer
than 20
members
Save time
and money
Lose little
time from
their jobs
Sales meeting by telephone

20. Mail recording or
printed materials
Sales Meetings At Home
Two fromat
01.Record an executive
meetings and provide
castte copy
02.Print and illustrate
script of a home office
meetings
Receive information
free from distraction
Review information
many times and
save time and
money

21. Travelling Sales Meetings
Moves from city to city
Time and cost
is high
Require
numerous
physical props

22. THANK YOU