Sales Meetings

Meetings are important for exchanging the

valuable ideas.
They provide occasions for motivating individuals
sales people & to stimulate the group to raise its
standards as to reasonable performance.
 Planning of sales meetings
 ACMEE approach:
 A : Aims “ Excuses for holding a meeting”.
 1. launch of a new product.
 2. new insights in research.
 3.improving the quality of sales force
report.
 4.Orienting sales personnel on advertising
programme.
 Content: “Agenda”
There is an industry rumor that a strong
competitor is about to introduce a fantastic
new product & company sales people have
high level of anxiety. Thus a meeting may
be planned with a basic aim of reducing
anxiety through informing sales personnel
about what company knows about
competitor’s forthcoming products.
 Method
depends on A & C as well as time
available & meeting place.
Local sales meetings: held
frequently , short & participative in
nature.
Regional sales meeting: held less
often run for two or three days &
have more ambitious aims & wider
contents.
 Execution : “set up”
class room style, workshop style ,
British square, U-shape.
(depending on the type of meeting
& needs).
Workshop style
U-shape style
 Evaluation:
It is often neglected by meeting
planners. The basis for evaluation
should be whether the meeting
accomplished its aim .
The best practice is to design a new
form to evaluate each sales
meeting held.
 Types of sales meetings
 National sales meeting.
 These are required to call the entire sales
force from all over the nation.
 Basically called for comprehensive
changes in marketing or sales policies.
 Sales people meet informally with the
counterparts from elsewhere & learn from
interchange of experience.
 Sales People are encouraged to find out
solutions for many things.
•NSM generates enthusiasm.
Provides an opportunity for
product training & technicalities.

Drawbacks:
More expensive.
Difficult to find convenient time
for all sales people.
Company’s routine is disturbed.
 Regional sales meeting
 Less expensive as sales man do not have to
travel much.
 Headquarter executive brought into direct
contact with field sales people & learn about
their problems soon.
 Each meeting has a programme designed to
emphasize unique problems of that region.
 Small attendance increases the participation
time.
 Drawbacks:
Top executive often rotate the
attendance.
Thus the importance of meeting
is lost.
Total cost of holding several
meetings may equal or exceed
that of national sales meeting.
 Local sales meeting

 Conducted weekly or biweekly by district

sales managers.
 Lasts for 15 min to several hours.
 Basically for sales personnel get together
so that the team is strengthens.
 Remote control & travel sales
meetings.
 Video conferencing
 CCTVs.
 Telephonic meetings.
 Meetings at home.
 Travel sales meetings: A manufacturer introduces a
new product line may want to display & demonstrate
each new product. It is difficult to have regional
sales meeting b’ coz of transport cost & set up of so
many sites. Thus some companies outfit motorvans
with product displays & conference rooms. sales
meetings move from city to city.