Abstract
M.Com. (Sales Management)
This study emphasizes that the sales effort is linked to the
sales opportunities in the most profitable way. To make this
possible, the sales potential of a sales area must first be
analysed scientifically. Only then can the allocation of sales
personnel to a sales area be made in the best possible way.
The consumer, rather than the sales area, is the starting-point.
In other words, the emphasis is on the satisfaction of needs in
the sales area.
The role of sales potential and forecasting in sales quota
allotment is also analysed, since these contribute to the most
effective allocation of sales personnel to the sales area.
Optimum allocation of sales personnel to the sales area takes
place, based on information from the sales area (market needs).