SALES MEETING

Sales meetings are important both for communication and

motivational purposes.
Planning a sales meeting requires five major decisions:
1. Defining the specific training aims
2. Deciding meeting content
3. Determining methods of conducting the meetings
4. Deciding how to execute the meeting
5. Deciding how to evaluate the results.
1. AIMS
• To deliver information regarding introducing new product or
conduct research accordingly.
• To improve skills of sales personnel if found deficient in
applying sales techniques.
• To communicate and motivate new company policies or
sales goals.
• To alter the attitudes of sales personnel to modify their
behavioural patterns in ways leading to improved job
performances.
• Improving the quality of sales force reports.
• Increasing the effectiveness with which sales personnel
use their time.
2. CONTENT
• It refers to a list or an outline of things to be
considered or done during a meeting.
• For example: there is an industry rumor that a strong
competitor is about to introduce a fantastic new product
and company sales person have high levels of anxiety.
Thus, a meeting may be planned with the specific aim of
reducing anxiety through informing sales person on what
the company knows about the competitor’s forthcoming
new product and the company’s plans for counteracting it.
Content in this situation may be: what we know about X’s
new product; what we think the trade’s reactions will be
and why; what your company is doing and finally what you
should do and how.
3. METHOD
• local sales meetings:- participative in nature (group
discussion).

• Regional and national sales meeting.

4. EXECUTION
As an important phase of ACMEE approach wherein
decisions are reached on speakers, seminar leaders,
meeting site and time.
Execution decisions, no doubt, contribute significantly to a
meeting’s success or failure.
In sales meeting one of the vital decision related to execution
is room arrangement.
5. EVALUATION
Evaluation of sales meeting is held if management desires
to improve meeting effectiveness. The basis of evaluation
should be whether the meeting aims accomplished.
Moreover, feedback of participant is necessary.