Some Common Sales Force Promotion Tools

Submitted By

Name – Kowshik Kundu

University Roll No. 13000921003
Continuous Assessment 2

Submitted for the partial fulfillment of the degree of

Master of Business Administration
Under
Maulana Abul Kalam Azad University of Technology, West Bengal
(formerly known as West Bengal University of Technology)

Techno India
EM 4/1, Salt Lake, Sector – V, Kolkata – 700091.
 Introduction

Salesforce promotion tools are used to motivate salespeople to put in more efforts to
increase sales, increase distribution, promote new or seasonal products and build up
morale and enthusiasm of Salesforce.
Sale force is linking pin between customers and the firm. Energetic efforts on the part
of salesmen may make the firms competitive position sound.

1. Sales Contests
Sales contests are organized by the manufacturer in this scheme and rewards are
provided to salesmen who have achieved exceptional targets. Contests are used to
motivate Salesforce.
A certain sales quota is fixed for the salesman and those who exceed the quota by a
specified margin are awarded cash or a certificate.

2. Sales Training Manuals

Material such as manuals, visual aids, flip charts, programmed learning books, etc. are
useful to salespeople.
These manuals help on spot decisions and make the task of salesmen easier.

3. Sales Meetings
Sales meetings are generally organized for salespeople from one area, region, or
district.
These meetings are considered as a popular way of educating salespeople.
Sales meetings generally focus on product knowledge and motivation of the
salespeople.

4. Packets with Promotional Material

Under this scheme, promotional materials are provided to salesman fulfilling certain
targets. Training materials such as manuals, visual aids and learning books are most
useful for salespeople.
Promotional material often used by companies includes paid vacations within or
outside the country, Cash or kind, medals, on merit certificates. These materials may
be further transferred to customers.
5. Bonus to SalesForce
A quota of sale is fixed for each salesman during a fixed. Bonus is offered on sales in
excess of the quota fixed.
In order to get a higher premium, the salesman will try to sell more quantity of goods.

6. Demonstrations
Demonstration of Technical product clarify many points to the salesman which is
useful when queries are made to the salesman by the prospects.
This increases the confidence level of the salesman while dealing with the prospects.
This technique is very effective about durable goods.

7. SalesForce Contest
Salesforce contests are announced to stimulate company salesmen to redouble their
interest and efforts over a stated period with prizes to the top performer.
Thus, Personal selling by far is the most important method of sales promotion. To
make it Highly Effective, Salesforce promotion schemes are felt necessary.