Sales promotion directed towards the sales people is referred to as sales force promotions. These schemes are intended to motivate sales people to put in more efforts to increase sales, increase distribution, promote new or seasonal products, sell more deals to resellers, book more orders, develop prospects lists and build up morale and enthusiasm. Some of these activities are meant to prepare the sales people to do their jobs well and include sales meetings and manuals, training programmes, sales presentations, film and slide shows etc. Prize distribution to winners is the more tangible aspect of any such programme.
Objectives of sales force promotion schemes are:
¨ Increase sales volume
¨ Introduce a new product
¨ Reducing selling costs
¨ Offset competitive promotions
¨ Improve working habits
¨ Develop new prospect lists etc.