Free M.B.A. Guide
Free MBA Resources

Masters of Business Administration Notes


About Us Advertise Contact us  Sunday 26th February 2017 Success Essentials
Advertising Management
Finance Management
Home Based Business
Industrial Relations
List of MBA Colleges
Marketing Management
Office Administration
Office Management
Organisational Behaviour
Organisational Theory
Personnel Administration
Principles of Management
Production Management
Sales Management
Tally - Accounting Software

Organizing the objectives of Areas of sales management organization
The sales manager has established specific objectives, by product line or by customer classification, for each territory in his unit.


Postini Alternative

The assignment of these objectives in the form of sales quotas is the organizational method most frequently used. Regardless of whether such quotas or objectives are used as a basic for compensation, it is essential that they be transmitted to salesmen as definite assignments, in written form and in as much detail as practical. On the salesman's part, it must be clearly understood that these quotas or objectives will be used as a basis for evaluating his performance.

Whenever possible, sales quotas or objectives should be broken down and assigned by product line or customer classification, and special objectives (as for new business) should be clearly identified. The time limit within which the objectives are to be achieved should also be specified. Objectives should be assigned not only for annual operations but for monthly or even weekly activities as well.

Related Articles
Sales office
Instalment Selling
Collection and Credit Department
Post Your Comments
Email ID
  Please enter this code in this box.
Tell a friend
Send this articles to a friend .
Your Name
Your Email ID
Friend's Email ID
  Please enter this code in this box.

© 2008 - Free MBA Reources -