Annual Quotas
Not what you're looking for?
Most companies set annual quotas. Quotas can be on dollar sales, unit volume, margin, selling effort or activity and product type. Compensation is often tied to the degree of quota attainment. What problems does the setting of quotas present to both the company and to the sales representative?
Purchase this Solution
Solution Summary
The solution discusses the problems that the setting of quotas present to both the company and to the sales representative. References included.
Solution Preview
Most companies set annual quotas. Quotas can be on dollar sales, unit volume, margin, selling effort or activity and product type. Compensation is often tied to the degree of quota attainment. What problems does the setting of quotas present to both the company and to the sales representative?
In setting sales quotas, some potential questions and issues will be encountered by the company and the sales representative. Among them are as follows:
? Are the quotas equitable and fair?
? Are the quotas a strategic tool that can be utilized for maximum business results?
? Will they drive the desired sales behavior?
? What are the types of data to be considered when setting quotas?
? Are the quotas too high or too low?
? Will their attainment provide for the proper ratio of revenue to sales expense?
The success of setting sales quotas will depend on how well the company and sales representative address the above important issues.
The process of establish normal and reasonable sales quotas can ...
Purchase this Solution
Free BrainMass Quizzes
Six Sigma for Process Improvement
A high level understanding of Six Sigma and what it is all about. This just gives you a glimpse of Six Sigma which entails more in-depth knowledge of processes and techniques.
Business Ethics Awareness Strategy
This quiz is designed to assess your current ability for determining the characteristics of ethical behavior. It is essential that leaders, managers, and employees are able to distinguish between positive and negative ethical behavior. The quicker you assess a person's ethical tendency, the awareness empowers you to develop a strategy on how to interact with them.
Marketing Research and Forecasting
The following quiz will assess your ability to identify steps in the marketing research process. Understanding this information will provide fundamental knowledge related to marketing research.
Team Development Strategies
This quiz will assess your knowledge of team-building processes, learning styles, and leadership methods. Team development is essential to creating and maintaining high performing teams.
Business Processes
This quiz is intended to help business students better understand business processes, including those related to manufacturing and marketing. The questions focus on terms used to describe business processes and marketing activities.