Sales Quota and Selling

The most important difference between value quota and volume quota is that in the value quota, the price factor is not taken into account.

• True

• False

Non-Selling activities include

• Collection of payment

• Interacting with retailers

• Taking stock of sales

• Obtaining competitor's information

Activity quota + Sales volume quota = (a)   Quota

Factors determining fixation of Sales Quota are:

• Total Market Estimate

• Competition Level

• Sales Forecasting

• Past Sales Trends

The factors that have to be taken into consideration while allocating territories to salespeople are:

• Brand knowledge

• Territory knowledge

• Salesperson's opinion

• Communication skills

In sales proposition, it is important to understand the customer.

• True

• False

In __________________method of closing of sales, the main selling points are highlighted and then the sales person ask for the order.

• Ask for the order

• Summarize and ask for the order

• Narrowing the choice

• Concession Close

Sham was a smart salesman but he was always in a hurry to close sales which made him _____________

• Successful in sales

• Unsuccessful in sales

Presenting wrong information to the customer is ethical in sales.

• True

• False

Territory potential cannot be estimated from the total market estimate.

• True

• False