What is the rationale for having sales force objectives, and how ...

[RODY.ELKHALIL]

What is the rationale for having sales force objectives, and how are they developed?

Question 2

Connectivity is the use of digital networks to provide linkages between information providers and users.
 
 Indicate whether the statement is true or false

[leannegxo]

Answer to Question 1

To manage a sales force effectively, sales managers must develop sales objectives. Sales objectives tell salespeople what they are expected to accomplish during a specified time period. They give the sales force direction and purpose and serve as standards for evaluating and controlling the performance of sales personnel. Sales objectives should be stated in precise, measurable terms; specify the time period and geographic areas involved; and be achievable.
Sales objectives are usually developed for both the total sales force and individual salespeople. Objectives for the entire force are normally stated in terms of sales volume, market share, or profit. Volume objectives refer to dollar or unit sales. When sales goals are stated in terms of market share, they usually call for an increase in the proportion of the firm's sales relative to the total number of products sold by all businesses in that industry. When sales objectives are based on profit, they are generally stated in terms of dollar amounts or return on investment. Sales objectives, or quotas, for individual salespeople are commonly stated in terms of dollar or unit sales volume. Other bases used for individual sales objectives include average order size, average number of calls per time period, and ratio of orders to calls.

Answer to Question 2

True

[RODY.ELKHALIL]

Thank you

[leannegxo]

Happy to help you