MM 8

40問 • 1年前

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通報

問題一覧

Key steps in managing sales force

recruitment training teritory design sales call planning control and remuneration

Types of sales force

selling consumer goods to members of the channels industrial goods selling retail selling

Selling to retailers requires a large sales force which is also called the sakes journey cycle

selling consumer goods to members of the channel

Selling products or services to businesses rather than individual consumers.

industrial goods selling

Refers to the process of selling products directly to consumers theough various retail channels, such as physical stores, online platforms, or catslogs

retail selling

Types of selling jobs

Delivery sales person Inside order taker field order taker missionary selling technical selling creative selling

Focuses on delivering products with minimal selling involved

Delivery salesperson

Work in retail, mainly taking orders as customers often know what they want

inside order taker

Records and processes orders in the field, with limited selling opoortunities, major sales are handled by executives

Field Order Taker

Builds goodwill and educates customers without taking direct orders, common in industries like pharmaceuticals

missionary selling

Requires technical expertise to sell complex products

technical selling

Involves selling both tangible and intangible products, often requiring more efforts to demonstrate value, especially for services like insurance

creative selling

Types of sale seauence: the seven steps model

1.preparation 2.first impression 3.preparation and demonstration 4.negotiation 5.overcoming objection 6.closing the sale 7.follow-up

The representative is responsible directly to the sales

Responsibility

To achieve the annual sales target across the product range in the area which the sales person is responsible as economically as possible

objective

To be familiar with company plus the ability to plan and achieve define objectives within the limits of that policy. To submit s periodic plan for a specific territory to higher management

Planning

The sales role involves linking customers and the head office, effectively organizing travel developong selling skills, and maintaining accurate records.

implementation

Sales people need structured to develop knowledge and skills, not just by observing others. Training should also extend to intermediaries when necessary.

Training

Focus on knowledge goals like company history and product benefits, and skill goals relating features to customers needs and effective time management

Training Curricula

Sales people benefit most from participating in dimulations with quick feedback, ideally through video reviews

methods of training

Sales performance should be evaluated against set standards.

field performance assestments

Is something that should be achieved, but the difference is semanti

Sales quota

Quotas established cooperatively between management and sales personnel tend to be more acceptable, fostering trust snd confidence.

Cooperation on setting quotas

The input of individual salespeople is critical in setting realistic quotas

Consultation with sales person

When establishing sales quotas, past sales volume serves as a baseline, but various factors such as matket demand, business conditions, territoty potential and competitive landscape must also be considered

factors influencing qouta setting

It's about routinely hitting or surpassing sales objectives, be they financial targets, the quantity of closed transactions, or other pertinent inficators

reaching goal

The objective is to optimize the sales funnel reduce wastage of time and resources, and maximized efficiency in the sales process

suggestion

It all comes down to establishing trusting bonds with clients, offering top-notch support and making sure they are happy with the goods or services you sell

client happiness

It involves concentrating on creating enduring bonds with clients, maximizing their lifetime worth, and encouraging referrals

long-term worth

This means shifting away from traditional compensation models that solely reward sales volume

Remuneration

Three main approaches to sales compensation

commision salary plus commision salary only

Salespeople earn a direct percentage of their sales, encouraging high sales volume

commision

This combines a fixed with a commision on sales offering a balance between security and performance based rewards

salary plus commision

This provides a consistent income, offering stability and predictability, and can be beneficial in situations where building long term customer relationships is prioritized

salary only

A growing form of direct matketing has gained popularity due to its potential for cost savings, but its success hinges on generating actual sales

Telesales

It requires specialized skills and training, and there's a risk of alienating customers, raising ethical snd legal concerns, especially when contacting them at home.

telesales

This shift has reduced the need for personal selling, leading to smaller sales forces but also offering powerful offering tools forgenerating leads, managing key accounts and enhancing customer loyalties

the internet

Is a customer centrict approach that recognizes effective strategy to cultivate deeper connections to customers, build a long term relationship and foster loyalty

relationship marketing

It is a short term relationship and focus on maximizing the volume of individual sales than developing a strong relationship to its customer

transactional marketing

It is a business strategy that contrast the relationship marketing

transactional marketing

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Reviewer

Reviewer

問題一覧

Key steps in managing sales force

recruitment training teritory design sales call planning control and remuneration

Types of sales force

selling consumer goods to members of the channels industrial goods selling retail selling

Selling to retailers requires a large sales force which is also called the sakes journey cycle

selling consumer goods to members of the channel

Selling products or services to businesses rather than individual consumers.

industrial goods selling

Refers to the process of selling products directly to consumers theough various retail channels, such as physical stores, online platforms, or catslogs

retail selling

Types of selling jobs

Delivery sales person Inside order taker field order taker missionary selling technical selling creative selling

Focuses on delivering products with minimal selling involved

Delivery salesperson

Work in retail, mainly taking orders as customers often know what they want

inside order taker

Records and processes orders in the field, with limited selling opoortunities, major sales are handled by executives

Field Order Taker

Builds goodwill and educates customers without taking direct orders, common in industries like pharmaceuticals

missionary selling

Requires technical expertise to sell complex products

technical selling

Involves selling both tangible and intangible products, often requiring more efforts to demonstrate value, especially for services like insurance

creative selling

Types of sale seauence: the seven steps model

1.preparation 2.first impression 3.preparation and demonstration 4.negotiation 5.overcoming objection 6.closing the sale 7.follow-up

The representative is responsible directly to the sales

Responsibility

To achieve the annual sales target across the product range in the area which the sales person is responsible as economically as possible

objective

To be familiar with company plus the ability to plan and achieve define objectives within the limits of that policy. To submit s periodic plan for a specific territory to higher management

Planning

The sales role involves linking customers and the head office, effectively organizing travel developong selling skills, and maintaining accurate records.

implementation

Sales people need structured to develop knowledge and skills, not just by observing others. Training should also extend to intermediaries when necessary.

Training

Focus on knowledge goals like company history and product benefits, and skill goals relating features to customers needs and effective time management

Training Curricula

Sales people benefit most from participating in dimulations with quick feedback, ideally through video reviews

methods of training

Sales performance should be evaluated against set standards.

field performance assestments

Is something that should be achieved, but the difference is semanti

Sales quota

Quotas established cooperatively between management and sales personnel tend to be more acceptable, fostering trust snd confidence.

Cooperation on setting quotas

The input of individual salespeople is critical in setting realistic quotas

Consultation with sales person

factors influencing qouta setting

It's about routinely hitting or surpassing sales objectives, be they financial targets, the quantity of closed transactions, or other pertinent inficators

reaching goal

The objective is to optimize the sales funnel reduce wastage of time and resources, and maximized efficiency in the sales process

suggestion

It all comes down to establishing trusting bonds with clients, offering top-notch support and making sure they are happy with the goods or services you sell

client happiness

It involves concentrating on creating enduring bonds with clients, maximizing their lifetime worth, and encouraging referrals

long-term worth

This means shifting away from traditional compensation models that solely reward sales volume

Remuneration

Three main approaches to sales compensation

commision salary plus commision salary only

Salespeople earn a direct percentage of their sales, encouraging high sales volume

commision

This combines a fixed with a commision on sales offering a balance between security and performance based rewards

salary plus commision

This provides a consistent income, offering stability and predictability, and can be beneficial in situations where building long term customer relationships is prioritized

salary only

A growing form of direct matketing has gained popularity due to its potential for cost savings, but its success hinges on generating actual sales

Telesales

It requires specialized skills and training, and there's a risk of alienating customers, raising ethical snd legal concerns, especially when contacting them at home.

telesales

the internet

Is a customer centrict approach that recognizes effective strategy to cultivate deeper connections to customers, build a long term relationship and foster loyalty

relationship marketing

It is a short term relationship and focus on maximizing the volume of individual sales than developing a strong relationship to its customer

transactional marketing

It is a business strategy that contrast the relationship marketing

transactional marketing