SALES REPORTS

The fundamental purpose of sales reports is to provide information about the activities of the salesperson. It serves as a control mechanism, as the management gets the needed information about sales people’s performance in the field. They can compare with targets assigned and can determine the success rate of their sales person.

A good sales reporting system assists not only the management in exercising control but it can even help sales personnel in their self-improvement. Recording sales performance in a written form forces an individual salesperson to check their own work. They become their own critics, and self-critics is often more valuable and effective than others. This motivates sales person to improve coordination of their efforts with sales management plans and the management process functions more smoothly