Module 5

Question 1

what is quotas

Answer 1

quotas refer to the device that controls and directs sales operations

Question 2

types of quotas

Answer 2

1 sales volume quotas
2 budget quotas
3 activity quotas
4 combination and point systems quotas

Question 3

what are the objectives of setting quotas

Answer 3

1 provides quantitative performance standards

2 to motivate desired performance

3 to otain tighter sales and expense control

4 to use in connection with sales contest/competitors

Question 4

types of sales volume quotas

Answer 4

1 sales volume in currency value

2 units in sales volume

3 point systems in sales volume

Question 5

methods( procedures ) of setting sales volume quotas

Answer 5

1 Sales volume quotas derived from territorial sales potential

2 sales volume quotas derived from the total market

3 sales volume quotas based on the excuctive judgment alone

4 sales volume based on past sales experience