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2.)Assume that the XYZ Company has hired you. One of the first things that you are asked is what you believe is the relationship between the sales quota your manager gives you and sales objectives expected of the entire sales force. What would you say?

In the given question scenario, the new salesperson has been asked the relationship between the sales quota the manager assigns the individual sales people and the overall sales objectives of the sales force. The term sales quota defines the portion of the overall sales target that the individual sales person has to complete through selling activities including prospecting, need analysis and customer development. This quota depends on the experience and the tenure of the salesperson on the sales force. The more experienced and qualifications the higher are the sales quota for completion by the individual.

Sales objectives involving the entire sales force of an organization is focused on improving customer base through relationship marketing and consultative selling. This means the organization is trying to involve its sales force in improving selling efforts, capturing and holding onto new customer base, improving its existing relationship with customers and etc. The sales objectives will drive the training and development initiatives and personnel empowerment activities of the organization. Additionally, sales objectives provide overall direction for sales personnel and define individual tasks that contribute to larger company objectives. Setting quotas is part of that. The benefit of this is that the sales force is given a clear idea of the amount of revenue they need to achieve. It also provides them with a time frame on when they meet their quotas. And since continual revenue is part of a company's long term growth, incentive programs such as bonuses are implemented to drive sales innovation and performance.

Hence, the relationship between the sales objectives of the sales force and the sales quota assigned for the sales person is to enhance selling opportunities and efforts through personal selling and consultative selling. The company is seeking through the sales person to reach out to customers and provide them with the alternatives that fit their needs and develop a long term relationship of trust and honesty between the company and the customer.