goal setting process
TRANSCRIPT
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Goal Setting
"A formal program of setting numerical or quantitative performance objectives for individual or groups”
A sales person wants to maximize his
income.
Company wants to set high targets.
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Objective of determining goals
Goals focus attention towards goal relevant activities.
Goals serves as an energizer.
Goals motivate a sales person.
Goals creates efforts.
Profit generation.
Market capture.
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Goal Setting ProcessWrite down the goals to be achieved.
Determine how to measure goal achievement.
Assigning responsibilities.
Establishing deadlines.
Identify obstacles.
Identify how to overcome obstacles.
Review & Monitoring progress.
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SMART Concept
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Market Potential
"It is the maximum market demand resulting from a very heavy industry expenditure where further increase in expenditure would have little effect on increase in demand.”
•Determines whether and to what extent a market for your product or service exists
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Analyzing Market Potential Identification of market
Motivating the customer.
Analyzing market potential.
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Sales Potential Analysis"Sales potential is maximum estimated company sales of a product or service based on maximum share in percentage of market potential expected by a company”
Sales analysis enables a company to identify the areas where its sales efforts is most needed.
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Process in sales analysis Determine the sources of sales information.
Collection of sales data.
Processing of sales data.
Formulating the results.
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Uses of sales analysis In sales forecasting.
Sales performance measures .
Evaluate market position.
Modifying sales territory structures.
Planning sales force activities.
Evaluating sales force performance.
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