Page 87 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Unit 4: Sales Meetings, Sales Contests and Sales Budget

Role playing is not always well conducted. It is important to address any concerns the group Notes
may have about it, perhaps based on prior, and poor, experience. Stressing the positive benefits,
making it clear that they will be well briefed and that it is an opportunity will help get over any
misapprehensions. The key benefits should be seen as useful.
A number of factors within the overall introductions and initial formalities can be used to break
the ice and begin to get people involved. It is often important for people to realise early on that
they will not be able to simply sit and listen; they will be expected to contribute. Such initial
initiatives include:
1. Issuing a simple instruction: ‘May I ask you just to fill in the name card in front of you
before we continue.’
2. Asking for individuals to speak, perhaps to each other (where they do not all know each
other): Introduce yourself to your immediate neighbours’, for example, or: ‘Ask the person
next to you what they think is the most important objective today.’
3. Using discussion of the brief for the course to get people talking: ‘Now that I have run
through the objectives, can you think of anything else.’
4. The use of a formal ‘icebreaker’ exercise (as set out at the beginning of the workshop
material).

During the review, the following needs to be discussed thoroughly:
1. Area wise/district wise/taluka wise budget vs. actual sales with respect to potential
2. Distributor wise sales
3. Outstanding along with collection plan

4. Sales rep performance review
5. Expenses on travel/vehicle/telephone etc.
6. Vehicle (2 wheeler/4 wheeler) utilization/log book/fuel efficiency
7. Market development activities/plan

At the end, action plan in writing with time frame which is to be reviewed during an
implementable next cycle is prepared. Copy of action plan should be sent to regional sales
manager.

Caselet A Strategic Message

ompanies must recognize that a sales meeting is not just a meeting anymore, it’s
a broadcast. In order for the meeting to be effective, it must be more than a group
Cof people listening to speeches in a hotel room.
The most successful meetings deliver powerful messages. The message is the meeting—it
is the key reason for the event, the driver of measurable results and, in turn, maximum
return on investment. When you produce a powerful message, customers and prospects
will identify the compelling value in what you have to offer and will view your business
as a solution provider.

Contd...

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