Meaning of Sales Meetings, Conferences and Conventions

A sales conference is an open discussion type of meeting of people with similar experience and comparable rank, directed by a attained conference leader, for the purpose of solving problems through the exchange of ideas. Thus, sales conference or sales meetings is a meeting of salesmen and their executives which provide occasion for oral interchange of information, ideas and viewpoints to understanding and acceptance of the solution to common problems. The difference between a sales conference or sales meeting and a sales convention is one of degree rather than of kind. A conference is a meeting called for the purpose of solving common problems through the mutual exchange of information, ideas and viewpoints. It is purely business type meeting. It can be called monthly, half yearly, yearly or at any time. Conferences or meetings are organized at some definite specific place.

On the other hand, a sales convention is called mainly for promoting social contacts, giving publicity to the products, arranging programmes of entertainment and has the element of education and inspiration. It is in the form of an annual general meeting. It can be held at any place, such as any hill station like Srinagar, Simla or places of historical importance like Agra etc. thus sales conferences and conventions are important both for employee and the sales personnel.

Advantages

1. It provides a platform for mutual exchange of opinions, ideas and view points between the sales executives and the sales force.
2. Salesmen can have the opportunity of coming in close contact with the senior and experienced sales executives.
3. Such meetings develop love, affection, mutual cooperation an team spirit amongst the members. Misunderstanding, if any, maybe removed on the spot.
4. It increases the efficiency, knowledge, morale and self confidence of the participants.
5. Discussions also disclose the shortcomings, handicaps and weakness of the sales organization. The sales manager can take necessary corrective steps to remove them in due course of time.
6. Such conferences and conventions develop a sense of responsibility, pride and loyalty amongst the salesmen towards the enterprise.
7. They provide requisite information and knowledge about the sales policy, sales targets, strategy, sales promotion activities, new products, latest techniques of facing competition and the progress of the enterprise.
8. Prizes are also awarded to the sales force on the basis of their performances. It provides the inspiration to the other salesmen.
9. Sales conferences and conventions provide an opportunity to every salesman for self-evaluation.
10. Organizing such sales conferences and conventions is a symptom of progressive sales management. It increases the goodwill of the enterprise.

Disadvantages

1. Organizing sales conferences and conventions is an expensive job.

2. Sales activities during the course of such conferences and conventions remain closed.

3. The routine activities of the enterprise are adversely affected.

4. Sometimes the outspoken sales personnel misuse these sales conferences and conventions. Groups are formed and drug of war takes place.

5. It is a process which takes a lot of time.

Essentials for the success of Sales conferences and conventions

The following points should be kept in mind for the success of sales conferences and conventions:

1. At least 30 days prior notice should be given to the participants with the date, time, place and the agenda to the participant.

2. The agenda of the meeting should be well-planned, exhaustive and interesting so as to enable the participants to participate and keep them busy. The sales conferences and conventions should provide an atmosphere of free and open discussions to the participants. Nobody should be allowed to criticize the policies and also forward useful suggestions.

3. Proper arrangements should be made as to stay, food, recreation and transport of the participants.

4. The senior, experienced and influential person of the sales organization should convene sales conferences and conventions. They should be conducted in accordance with the agenda duly circulated amongst the participants well in advance.

5. It should be kept in mind that the ultimate object of organizing sales conferences and conventions is to stimulate the sales force so as to discharge their duties more efficiently.

6. Necessary evaluation is done by the sales management in time. The evaluation should be based on as to what extent the aims of conference and convention are accompanied. To accomplish this, feedback from the participants is necessary.