What is sales contest?

A sales contest is a special selling campaign offering incentives in the form of prizes or awards beyond those in the compensation plan. The underlying purpose of all sales contests is to provide extra incentives to increase sales volume to bring in more profitable sales volume or to both.

1) Major decision of sales contestPlanning a sales meeting requires five major decisions a) Defining the specific training aim b) Deciding meeting content
c) Determining methods of conducting the meeting

d) Deciding how to execute the meeting e) Deciding how to evaluate the result

This major decision are called ACMEE, that means

A) B) C) D) E)

Aim Content Method Execution Evaluation

2) Signals of sales meetingThe signals of sales meetings are very significant. Better understanding in sales meeting can bring the better performance of the sales force. We want to explain it through a graphical presentation. Those are given below-

Aberration in sales

Sales volume

Normal sales

Sales contest Post contest sales Fall

Time

Team spirit: Sales contest and as well as sales meeting develop team spirit , boost moral (by making job more interesting ), and make personal selling efforts more productive.

New dimensions: Through this contest or meeting a sales personnel would know about the changing demand of customer. They can help the company for further innovation their product or services. Because they know very about the customer needs.

Informal relation: They always maintain formal relationship with company and as well as each other, side by side they also need formal relationship, sales contest and meeting can help to build a good informal relation. Because they are human, they need social gathering, affiliation, affection etc.

Problem solving: If there is a conflict between sales force and any contradiction between the forces, this time the sales meeting can play a vital role, they can handle the problem very precisely.

Opinion: An organization would always expect from their sales force a fair opinion, because they are well known about their customers and as well as most often they representing the company. So thats why opinion is very important.

3) Objection of sales contest or negative side of sales contest-

a) Sales people are paid for their services under provisions of the basic compensation plan, and there is no reason to reward them further for performing regular duties.

b) High-caliber and more experienced sales personnel consider sales contest childish & silly.

c) Contest lead to unanticipated and undesirable result, such as increased returns and adjustments, higher credit loss, and overstoring of dealers.

d) Contest causes salespeople to cluster sales during the competition and sales slumps occur both before and after the contest.

e) The disappointment suffered by contest losers causes a general decline in the sales force morale.

f) Contests are temporary motivating device and if used too frequently, have a narcotic effect. No greater results in the aggregate are obtained with contest than without them.

g) The competitive atmosphere generated by a sales contest weakens team spirit.

Conclusion: This study attempts to make an idea about the advantages of sales contest and sales meeting and thats helps to explain why sales force is important for organization. Sales meetings provide opportunities for motivating and communicating with individuals sales personnel and for straitening group identification. Sales contest provide incentives to increases profitable sales volume and achieve more specific objectives. But both of this requires planning and effective implementation. The judicious use of meetings and contest builds individual and sales force morale and helps to accomplish company goals.

ASSIGNMENT
ON Sales Management
Submitted To:

Mrinal Kanti Paul

AHANULLAH UNIVERSITY OF SCIENCE & TECHNOLOGY SCHOOL OF BUSINESS

Submitted by: MD. HABIBUR RAHMAN ID: 05.01.02.003 WILLIAM CHOWDHURY ID: 05.01.02.012 TOUHIDUR RAHMAN ID: 05.01.02.008 4th year 1st semester

Date of submission: 17th July, 2008