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Sales Management Pavitar Parkash Singh, Lovely Professional University

Notes Unit 11: Controlling the Sales Effort

CONTENTS
Objectives
Introduction
11.1 Sales Budgeting and Control

11.2 Purpose of Sales Budget
11.3 Methods of Sales Budgeting
11.4 Preparation of Sales Budget

11.5 Sales Control
11.5.1 Purpose of Sales Control
11.5.2 Sales Control System
11.5.3 Methods of Sales Control
11.6 Sales Analysis

11.6.1 Marketing Cost Analysis
11.6.2 Sales Management Audit
11.7 Sales Quotas

11.7.1 Purpose of Sales Quotas
11.7.2 Controlling Sales Person's Activities
11.8 Types of Sales Quotas
11.8.1 Sales Volume Quotas
11.8.2 Methods of Setting Sales Volume Quotas

11.9 Limitations of Sales Quotas
11.10 Administration of Quota System
11.11 Sales Territories

11.12 Developing Territories
11.13 Objectives and Criteria for Territory Formation
11.14 Purpose of Sales Territories
11.15 Summary
11.16 Keywords

11.17 Review Questions
11.18 Further Readings

160 LOVELY PROFESSIONAL UNIVERSITY