An analysis of a salesman strategy on various circumstances

Besides helping your company reach its sales objectives, the sales management process allows you to stay in tune with your industry as it grows, and can be the difference between surviving and flourishing in an increasingly competitive marketplace.

concept of sales management

This sales training guide attempts to summarise the main ideas of the professional selling field. Traditional methods - most of which continue to draw on the ideas and concepts contained in Dale Carnegie's book, tend to encourage sales people, or others seeking to persuade and influence, to use knowledge about the other person's or customer's perspective as a means of gaining their trust and flexibility, so that the customer can be led in a certain direction.

nature of sales management

What appears not to have been fully considered is the efficacy of how this information is disseminated to the organisation: difficulties in mobilising the salesforce to engage in marketing intelligence, 9 and adequately communicating gathered information to the organisation 10 have long since been reported.

The advent of the internet and globalization during the s meant that old styles of selling, based on one-way persuasion and control theories were finally obsolete for all mainstream business activities. The more we can understand the other person's situation, aims and feelings, the more likely we will be able to develop rapport and trust with them, and then hopefully to arrive at suitable solutions and agreements with them.

Simply, when we buy something we buy according to the AIDA process.

An analysis of a salesman strategy on various circumstances

Although intelligence gathering occurs throughout the sales process, it is at step four where it happens in earnest. Increasingly, companies are exploring the advantages of integrating sales with marketing, an approach which has been positively linked with improvements in business performance. Cosmetics and liquor companies are great examples of industries that know the value of psychologically oriented promotion. A standard set of questions was posed to multiple respondents for gathering data on their own opinions and the attributes and behaviour of their organisations. Those responding effectively to market turbulence are more likely to build competitive advantage over rivals who do not. A cross-sectional, correlational study was chosen to gather the necessary data to measure each of these variables and test their effect on one another, with the aim of quantifying the strength and direction of the relationship between them. If you're not in the mood to smile do some paperwork instead. Look at the old ideas like Carnegie's, learn the Seven Steps of the Sale, understand consultative and needs-creation selling - they all contain useful learning and processes - but most importantly, ensure you work within a strong and ethical value-system. Lead: Anyone who could potentially be a customer. But with this approach efficient marketing and sales work is not possible. All in all, the sales team should feel like they are a part of the company and be equipped with the resources to progress rather than be viewed as money-making machines. Remember, these strategies are all designed to capture new customers and new market share. It shifts power to buyers like never before.

For our present purposes lets consider the approach in the context of a sales call rather than lead generation i. Sales Dashboard : A method of measuring sales performance from a birds-eye view.

This research aims to pull together these previously unconnected elements of the literature by focusing on the concept of organisational propensity to change.

sales management definition

The educational and 'giving' activities of the selling organization extend the aspects of anticipation and information found in the partnership level. Respondents therefore included Managing Directors, Chief Executives and managers or directors in charge of both Sales and Marketing.

The dimensions, scope and impact of this new type of selling are not yet fully developed and defined.

Sales management pdf books free download

You will be surprised how honest people are when you ask how you can improve your service. A sales funnel provides a clear view of the opportunities available to a sales team, accurately showing the revenue the team is going to make in the months ahead. Getting attention is more difficult than it used to be, because people are less accessible, have less free time, and lots of competing distractions, so think about when it's best to call. So, especially for those learning your trade in selling or advertising or communicating with prospective customers, if you remember just one sales or selling model, remember AIDA. Sellers must therefore adapt their own sales and negotiating methods and styles to support and fit the new vastly increased power and knowledge of buyers and decision-makers. Don't get discouraged. Relationship and trust Since the beginning of selling as a profession, popularised by Dale Carnegie, among others, early-mid s Continuity, consistency, sustainability, and some understanding of the customer's real issues are seen to have a value by both selling and buying organization. Natural inertia and caution often dictate that clear opportunities are not acted upon, particularly by purchasers of all sorts, so the sales person must suggest, or encourage agreement to move to complete the sale or move to the next stage. When a sale is made, then a new type of follow up begins. In a later stage you might need to meet with a committee, in that case what you are selling is a meeting. How can you position your business to highlight your USP? There are turnover plans sales plan , however, there are no implementation plans.
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The 7 Steps of the Sales Process