Companies with an effective selling process outperform their competitors. Sales process must be appropriately defined and documented. It is important that the company consider the expected actions, activities and behaviours. Consumers are different; hence, the company cannot sell the product in a similar way to everyone in the market. Even though the product may be new, the priorities and motivation for change may be different. The company can use the customer relationship management database to identify the interests of the customers in the market.
Table of Contents
- Part 1
- 1.1 How personal selling supports the promotion mix
- 1.2 Comparison of buyer behaviour and the decision-making process in different situations
- 1.3 Analysis of the role of sales teams within the marketing strategy
- Part 2 - Presentation
- 2.1 Prepare sales presentation for a product or service
- 2.2 Carry out sales presentation for a product or service
- Part 3
- 3.1 How sales strategies are developed in line with corporate objectives
- 3.2 Importance of recruitment and selection procedures
- 3.3 Role of motivation, remuneration and training in sales management
- 3.4 How sales management organise sales activity and control sales output
- 3.5 Use of databases in effective sales management
- Part 4
- 4.1 Sales plan for a product or service
- 4.2 Opportunities for selling internationally
- 4.3 Opportunities for using exhibitions or trade fairs
Objectives and Key Themes
This work aims to provide a comprehensive overview of the role of sales in achieving corporate objectives. It delves into the various aspects of sales management, from understanding buyer behaviour to implementing effective sales strategies. The text focuses on practical applications and real-world scenarios to illustrate key concepts.
- The importance of personal selling in the promotional mix
- Analysis of buyer behaviour in different markets (B2B vs. consumer)
- The role of sales teams in supporting marketing strategy
- Developing and implementing effective sales strategies
- Sales management techniques and their impact on sales performance
Chapter Summaries
- Chapter 1.1: How personal selling supports the promotion mix This chapter discusses the concept of AIDA (Attention, Interest, Desire, and Action) and how it applies to personal selling. It highlights the importance of personal selling as a key component of the promotional mix, emphasizing its role in building customer relationships and providing personalized service.
- Chapter 1.2: Comparison of buyer behaviour and the decision-making process in different situations This chapter examines the differences in buyer behaviour between the B2B and consumer markets. It outlines key considerations for understanding buyer needs and motivations in each market segment and explores effective strategies for influencing purchase decisions.
- Chapter 1.3: Analysis of the role of sales teams within the marketing strategy This chapter delves into the fundamental role of sales teams in supporting overall marketing strategy. It explores the responsibilities of sales teams, including market research, sales planning, and customer relationship management, and demonstrates how their efforts contribute to achieving corporate objectives.
- Chapter 2.1: Prepare sales presentation for a product or service This chapter provides an overview of the principles and best practices for developing effective sales presentations. It outlines the importance of understanding customer needs, tailoring the presentation to specific audiences, and utilizing persuasive communication techniques.
Keywords
This text focuses on key concepts such as personal selling, promotional mix, buyer behaviour, sales teams, marketing strategy, sales planning, customer relationship management, and sales presentation techniques. The work explores practical applications and provides insights into the importance of effective sales management in achieving business success.
Frequently Asked Questions
What is the importance of personal selling in the promotion mix?
Personal selling is crucial for building customer relationships, providing personalized service, and guiding the customer through the AIDA (Attention, Interest, Desire, Action) process.
How does buyer behavior differ between B2B and consumer markets?
B2B markets involve professional buyers and complex decision-making processes, whereas consumer markets are often driven by different priorities, motivations for change, and individual preferences.
What are the key responsibilities of a sales team within a marketing strategy?
Sales teams are responsible for market research, sales planning, customer relationship management, and executing strategies that align with corporate objectives.
How can CRM databases improve sales management?
Customer Relationship Management (CRM) databases help companies identify customer interests, track interactions, and organize sales activities more effectively.
What factors are essential for managing a successful sales team?
Successful sales management relies on effective recruitment and selection, appropriate remuneration, continuous training, and maintaining high motivation among staff.
What should be considered when preparing a sales presentation?
Preparation should focus on understanding specific customer needs, tailoring content to the audience, and using persuasive communication techniques.
- Quote paper
- Joe Wessh (Author), 2019, Sales Planning. Strategies and Management, Munich, GRIN Verlag, https://www.grin.com/document/493824
