TYPES OF SALES REPORTS

TORAN LAL VERMA
  1. Progress or call report: most companies have progressed or call report system. It is prepared individually for each call and for all calls made daily or weekly. Progress report keep management informed about the salesperson’s activities. It provides important data to the company about calls made by salespersons in different territories. Accordingly, the company could inform and suggest salespersons about revisits. Usually, the call report contains more detailed information such as the class of customer, other brand likings of the customer, etc.
  2. Expense Report: Most companies prepare expense report for reimbursement and income tax purposes. From a sales management point of view, the purpose of preparing expense report is to control the nature and amount of expenses made by salespersons.
  3. Sales Work Plan: a sales work plan is a work plan submits by salesperson giving details about the prospect to be contacted, products to be discussed, routes to be travelled etc.
  4. Potential new business report: This report informs about prospects who may become a source of new business. It provides data for evaluating the extent and effectiveness of work done the salesperson.
  5. Lost sales report: This provides information for evaluating salesperson abilities to keep customers and keep customer and sell against competition. Lost sales reports provide the way to needed sales training, change in customer services policies and product improvement reason for the loss of the business.
  6. Report of a complaint and /or adjustment: this report provides information for analyzing complaints arising from a salesman’s work, a complaint by a class of customer and cost of complaint adjustment. This assists management in detecting needed product improvements and changes in merchandising and service practice policies.
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