Sales Management Presentation
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Sales Management Presentation
marketing segmentation: segments in which they have common characteristics
positioning strategy: consumers perception of the product and company “brand”
transactional selling – emphasize is on selling skills, responsive to customer needs, selling product, price and service, differentiation through products, sales revenue focus, buyer- seller relationship
qualifying the prospect
needs for the product: lack of qualifying a person for the product
buying authority
ability to pay- credit check
can u provide the required service: check for network coverage based on postal code
Essential Activities- Sales Process
interest creation
pre-purchase
purchase
post- purchase
sales process:
unqualified opportunities
qualified opportunities
best few opportunities
Customer Relationship Management
collecting leads from the internet
each household = small account.
very little incentive to develop and maintain long term business relations since sales reps are compensated per transaction closed
building a prospect list: direct mailer, internet
identifying the buyer centre
= all people involved in purchasing decision not just “the buyer”
economic buyer- person with the money = mom+ dad ” focus on price + quality”
user buyer= both of us+ parents: they are affected by the product or service and have a very powerful influence
technical buyer= “the expert” = me “interested in product specs and quantifiable measures” – can or cannot recommend product
advocate= person who recommends your products
Relationship binders
creating value: perception that rewards exceed costs…switching costs etc
meeting expectations
building trust
negotiating
follow up + referrals
Basic Types of Selling Approaches
standardized