Module 12 D099

Module 12 D099 Leave the first rating Students also studied Terms in this set (11) Save Module 11 D099

• terms

ashleann78Preview Module 7 D099 15 terms ashleann78Preview Module 6 D099

• terms

ashleann78Preview Module 16 terms ash Sales forecasting is composed of four primary purposes.Explain those purposes and explain how each is utilized in the forecasting process. -1 Financial planning helps determine what investments a company may need to make and how it will fund these investments Sales forecasting is composed of four primary purposes.Explain those purposes and explain how each is utilized in the forecasting process. -2 Sales force helps determine how to organize and structure the sales force, including the number of salespeople, account or territory coverage, and how to set quotas Sales forecasting is composed of four primary purposes.Explain those purposes and explain how each is utilized in the forecasting process. -3 Interdependence affects other functions in the organization, which are dependent on sales forecasts Sales forecasting is composed of four primary purposes.Explain those purposes and explain how each is utilized in the forecasting process. -4 Management influences the management of human resources on issues such as the number of employees necessary to meet the organization's goals, how to pay the employees, and overall, how business strategies will be managed For what reasons are quotas utilized in sales organizations?Quotas are used as a tool to evaluate, control, and motivate sales representatives direct quotais for each sales unit or representative.overlay quotais a sum of all the direct quotas.

profit/revenue quotas1. Selling enough units or subscriptions to generate a certain level of gross profit or margin

• Usually set monthly or quarterly
• The incentive is to sell products that yield a higher profit.
• The sales representative may not know how the quota is calculated, and some

factors, such as production costs, are not in the sales representative's control Activity quotas1. Activities such as the number of new clients landed, phone calls made, emails answered, bookings, or deals

• Time frame varies
• May or may not lead to sales

Volume quotas1. Registering new users or moving inventory

• Monthly or quarterly
• May be set for a team; may stress volume over nonselling activities
• Example - The sales representative must sell 100 units by the end of the month

Combination quotas1. A combination of revenue, volume, and activity quotas

• Example The sales representative must make 50 calls, lead 20 demos, and close

$2,500 worth of business in which selling expenses and costs have been deducted