Sales report
The fundamental purpose of sales reports is to provide control information.
Uses of sales reports
Sales reports provide data for evaluating performance.
Helps to record the activity to the salesman.
Helps to record the customer’s suggestions and complaints, about products,
service policies, price changes advertising campaigns etc.
Helps to gather information on competitor’s activities.
Helps to report changes in local business and economic conditions.
To keep the mailing list updated for promotional and catalog materials.
To provide information required by marketing research.
Type of sales report
a) Progress or call report
b) Expenses report.
c) Sales work plan.
d) New business or potential new business report.
e) Report of compliant and/or adjustments.
Sales co-ordination and sales controlling including sales expense
control
Method of sales control
Sales targets and sales reports.
Sales expenditure budget and expenditure reports.
Travel plan and tour reports.
Watching the salesman in the field.
Information gathered from dealers and major customers.
Inspection of depots/warehouse.
Sales conferences.
Advertising Management
The marketing communication mix consists of five major modes of
communication they are…
1) Sales Promotion 4) Direct and indirect marketing
2) Public Relation 5) Advertising
3) Personal Selling
Meaning
The term advertising originates from the Latin word ‘adverto’, means to turn
around. Thus advertising denotes the means employed to draw attention of
any object or purpose.
Definition
Advertising is any paid form of non-personal representation and promotion
of ideas, goods or services by an identified sponsor. Advertisers include not
only business firms, but also museums, charitable organizations, and
government agencies that direct messages to Publics.
"Advertising is the non-personal communication of information usually
paid for and usually persuasive in nature about products, services or ideas by
identified sponsors through the various media.
Non-Personal
There are two basic ways to sell anything…
1. Personally 2. Non – Personal
Personal selling requires the seller and the buyer to get together.
Personal selling is much better than advertising, which is non-personal.
The sales message and its presentation do not have to be created on the spot
with the customer watching.
Although the research is meaningless when applied to any particular
individual, it is effective when applied to large groups of customers.
Third, and perhaps of most importance, advertising can be far cheaper per
potential customer than personal selling.
Advertising costs are determined in part using a formula to determine, not
cost per potential customer, but cost per thousand potential customers.
Advertising is non-personal, but effective.
The fundamental purpose of sales reports is to provide control information.
Uses of sales reports
Sales reports provide data for evaluating performance.
Helps to record the activity to the salesman.
Helps to record the customer’s suggestions and complaints, about products,
service policies, price changes advertising campaigns etc.
Helps to gather information on competitor’s activities.
Helps to report changes in local business and economic conditions.
To keep the mailing list updated for promotional and catalog materials.
To provide information required by marketing research.
Type of sales report
a) Progress or call report
b) Expenses report.
c) Sales work plan.
d) New business or potential new business report.
e) Report of compliant and/or adjustments.
Sales co-ordination and sales controlling including sales expense
control
Method of sales control
Sales targets and sales reports.
Sales expenditure budget and expenditure reports.
Travel plan and tour reports.
Watching the salesman in the field.
Information gathered from dealers and major customers.
Inspection of depots/warehouse.
Sales conferences.
Advertising Management
The marketing communication mix consists of five major modes of
communication they are…
1) Sales Promotion 4) Direct and indirect marketing
2) Public Relation 5) Advertising
3) Personal Selling
Meaning
The term advertising originates from the Latin word ‘adverto’, means to turn
around. Thus advertising denotes the means employed to draw attention of
any object or purpose.
Definition
Advertising is any paid form of non-personal representation and promotion
of ideas, goods or services by an identified sponsor. Advertisers include not
only business firms, but also museums, charitable organizations, and
government agencies that direct messages to Publics.
"Advertising is the non-personal communication of information usually
paid for and usually persuasive in nature about products, services or ideas by
identified sponsors through the various media.
Non-Personal
There are two basic ways to sell anything…
1. Personally 2. Non – Personal
Personal selling requires the seller and the buyer to get together.
Personal selling is much better than advertising, which is non-personal.
The sales message and its presentation do not have to be created on the spot
with the customer watching.
Although the research is meaningless when applied to any particular
individual, it is effective when applied to large groups of customers.
Third, and perhaps of most importance, advertising can be far cheaper per
potential customer than personal selling.
Advertising costs are determined in part using a formula to determine, not
cost per potential customer, but cost per thousand potential customers.
Advertising is non-personal, but effective.
No comments:
Post a Comment