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Sukhpreet Kaur, Lovely Professional University Unit 4: Sales Meetings, Sales Contests and Sales Budget

Unit 4: Sales Meetings, Sales Contests and Notes
Sales Budget

CONTENTS
Objectives

Introduction
4.1 Sales Meetings
4.1.1 Ensuring that Learning Takes Place
4.1.2 Do Not Assume it is Easy

4.1.3 Preparation
4.1.4 The Group
4.1.5 Structure
4.1.6 Key Principles of Presentation

4.1.7 Participative Techniques
4.2 Sales Contests
4.3 Sales Budget
4.3.1 Significance of Sales Budget

4.3.2 Factors affecting Sales Budget
4.3.3 Methods of Allocating Sales Budget
4.4 Summary
4.5 Keywords

4.6 Self Assessment
4.7 Review Questions
4.8 Further Readings

Objectives

After studying this unit, you will be able to:

Explain the concept of sales meetings
Discuss the use of sales contests
Identify the components of sales budget

Introduction

This unit covers sales meetings, sales contests and sales budget. Sales meeting is a gathering in
which a product or service is being discussed, and the benefits are outlined to the potential
buyer. The sales meeting is not always a presentation format; it can sometimes be an informal
conversation, phone call or online affair. The parties involved have this meeting between the
initial contact and final purchase, in order to entice the customer. Sales contests are an incentive

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