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Sales Quota
a quota is an expected performance objective
a quota is a sales assignments or goal to be
achieved in a specific period of time
it is routinely assigned to the sales units (e.g.
departments, divisions, and individuals)
sales units proceed to reach quotas in their
respective domains
A sales quota is the sales goal set for a product line,
company division, or sales representative. It is
primarily a managerial device for defining and
stimulating the sales effort. Kotler
3) Activity Quota
Number of sales calls.
Number of new customers procured.
Number of sales demonstrations made.
Number of intermediaries handled.
Number of installations or commissioning works
completed in customer premises.
Number of missionary-selling activities
undertaken.
4) Combination Quota
Name
Year
Your territory
Results expected
Pessimistic Realistic
Optimistic
Results