Slaes Meeting

7/29/2019 Slaes Meeting

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SLAES MEETING

Sales meeting are important bothfor communication and motivationalpurposes. When sales personnel are

on the road without the day-to-dayopportunity for employercommunication and supervision,

periodic group meeting are valuablefor exchanging information and ideas


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PLANNING AND STAGINGSALES MEETING

it requires five major decisions

Defining the specific training aim

Deciding meeting content Determining methods of conducting

the meeting

Deciding how to execute the meeting Deciding how to evaluate the results.


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1. AIM

it is very essential to have a clearlydefined objectives

A new product may be about ready for

introduction or research may haveuncovered new insights on customerattitudes and behavior, and

either of these could lead to meetings tocommunicate these matters to personneland it is hoped to motivate them.


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Supervisory reports might haveindicated that many sales personnelare deficient in applying sales

techniques

There may be new company policiesor sales goals requiring explanation.


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Other specific aims

Improving the quality of sales forcereports

Orienting sales personnel on theadvertising program

Increasing the effectiveness withwhich sales personnel use their time

Introducing new services forcustomers.


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Executive answers threequestions

Are these aims clear and attainable?

Are they realistic in terms time,audience and other conditions?

Will the probable results justify theestimated costs?


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2. CONTENT

determining a meeting content is amatter of planning its agenda.

An agenda, is a list or an outlineof things to be considered or doneduring a meeting.


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3. METHOD

4. EXECUTION5. EVALUATION


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TYPES OF SALES MEETING1.National sales meeting: The costs of bringing the entire sales force to a

central site are substantial. Changes in marketing or sales policies are being

made, a NSM can introduce these changesrapidly and uniformly. Providing standardized explanation and answers

to questions. Most executive attend national meeting but not a

series of decentralized meetings.


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Drawbacks of NSM

It is expensive

It is difficult to find a convenienttime for all sales personnel to attend,

Company routine is disrupted and

Competitors may cut into market

share wile sales personnel are away.


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2. REGIONAL SALESMEETING

Meeting is held in Selected regions

Sales executives and personnel attenddecentralized meetings.

Reducing total travel costs

Lowering lost selling time.

Headquarters executives brought into

direct contact with field personnel, Help to learn about current problems.


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3. Local sales meeting

Local sales meeting are conducted weeklyor biweekly by district sales manager

Duration is for 15 minutes to several

hours. Each sales person having an opportunityto pose questions and to state personalviews.

LSM are occasions for sales personnel toget together, become better acquaintedand strengthen group identity.


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4 Closed circuit televisions:

It helps to hold several meetingssimultaneously.

The program is live at one meeting site

and is telecast to others Helps to retain much of the inspirational

value of the live show without incurringcosts and inordinate losses of selling time.

It is appropriate for companies with largesales forces or large dealer organizations.,


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5. Sales meeting bytelephone

Telephone conference calls are used forsmall group meeting and discussions.

The group should be no larger than 20.

The sales manager welcomes the groupand opens the discussions, which is guidedby 2 rulesOnly one individual talks at a time,

At the end of the call, sales executive give abrief summary.

It saves time and money


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6. Sales meeting at home:

To reduce time and costs of sales meetingsome companies mail recordings orprinted materials, to sales personnel attheir homes.

One format is to record an executiveconference or meeting and to providesales personnel with cassette copies.

To print an illustrated script of a homeoffice meeting for distribution to salespersonnel.


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advantages

Sales personnel receive theinformation at home free fromdistractions

It saves time and money.

They can review the informationmany times.


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SALES CONTESTS

it is a special selling campaignoffering incentives in the form ofprizes or awards beyond those in the

compensation plan.


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Specific objectives

To obtain new customers

to secure larger orders per sales call.

To push slow-moving items, or new

products. To improve the performance of

distributors sales personnel

To promote seasonal merchandise

To obtain more product displays bydealers

To get reorders


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Contest prizes

Cash

Merchandise

Travel Special honors or privileges.


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Managerial evaluation ofcontests.

Short and long term effects

Design

Fairness Impact upon the sales force.


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Objections to sales contests Sales people are paid for their services

under provisions of the basiccompensation plan, and there is no reasonto reward them further for performing

regular duties. High caliber and more experienced sales

personnel consider sales contests silly. Contests cause sales people to bunch

sales during the competition. The disappointment suffered by contestlosers cause a general decline in salesforce morale.


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Documents

Slaes Meeting