Information AboutSales |
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The "deal is closed", means the customer has consented to the proposed product or service by making full or partial payment (as in case of installments) to the seller. Selling is mistakenly thought of as a part of ing "art". Contrary to popular belief, the methodological approach of selling refers to a ''systematic process of repetitive and measurable milestones, by which a salesperson relates his offering of a product of service in return enabling the buyer to achieve his goal in an economic way''.1 Page image {Link without Title} AGENTS Agents in the sales process can be defined as representing either side of the sales process for example: ;Sales broker or Seller Agency or seller agent:This is a traditional sales person role where the sales person represents a person or company on the selling end of the deal.2 Page image {Link without Title} ;Buyers broker or Buyer Brokerage :This is where the sales person represents the consumer making the purchase. This is most often applied in large transactions. ;Disclosed dual agent:This is where the sales person represents both parties in the sale and acts as a mediator for the transaction. The role of thghjghhyfkyurtgfktyfthrfghrgftfukrufhe sales person here is to over see that both parties receive an honest and fair deal, and is responsible to both. ;Transaction broker:This is where the sales person doesn't represent either party, but handles the transaction only. This is where the seller owes no responsibility to either party getting a fair or honest deal, just that all of the papers are handled properly. ;Sales Managers:It is the goal of a qualified and talented sales manager to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume. They are also responsible for coordinating the sales and marketing department as well as over site concerning the fair and honest execution of the sales process by his agents.3 ;Salespersons: The primary function of professional sales is to generate and close leads, educate prospects, fill needs and satisfy wants of consumers appropriately, and therefore turn prospective customers into actual ones. The successful questioning to understand a customer's goal, the further creation of a valuable solution by communicating the necessary information that encourages a buyer to achieve his goal at an economic cost is the responsibility of the sales person or the sales engine (e.g. internet, Vending Machine etc). SALES TECHNIQUES The sale can be made through:4
SALES AND MARKETING RELATIONSHIP Marketing plays a very important part in sales. If the marketing department generates a potential customers list, it can be beneficial for sales. The Marketing department's goal is to bring people to the sales team using promotional techniques such as Advertising , Sales Promotion , Publicity , and Public Relations . In most large corporations, the marketing department is structured in a similar fashion to the sales department and the managers of these teams must coordinate efforts in order to drive profits and business success. Driving more customers "through the door" gives the sales department a better chance by ratio of selling their product to the consumer. There may also be a downside to this phenomenon. Very often (for legal reasons, e.g. in non-store retailing) companies have to provide credit to customers. This may cause a conflict between the sales department on the one hand and the credit department on the other hand. See Burez & Van den Poel (2007) for potential solutions to this problem.5 Single purchases Organizations seldom profit from single purchases made by first-time customers. Normally they rely on repeat business to generate the profit that they need. However, there are some industries which have a business model based on one time only sales relationship. These tend to be the sale of very expensive, unusual household products such as houses and new and used cars.The economic reason for this behavior is that these items are usually unique. Consumers buy people not products. Consumers will often pay more and accept less quality if they like and trust the sales person. CRITICISMS Deceitful selling practices In Capitalist Apologetics , the purpose of selling is to help a customer realize his or her goals in an economic fashion. This assumption neglects the fact that buyer and seller may not have the same interests. Even if the selling organization recognizes that its sustainability depends on the maintenance of a healthy relationship with repeat customers, the salesperson does not necessarily share that goal. Many sales professionals are characterized by their short-term goals, a desire for quick returns on effort, and not the long-term building of relationships that the most successful sales people undertake. This dysfunctional behavior is encouraged by:
Salespersons recognize that having been deceived a customer is unlikely to buy a similar product for a long time, and so the salesperson has no incentive to offer any extra quality of service to encourage a long-term relationship. This behavior is generally true only of business-to-consumer sales. SEE ALSO NOTES AND REFERENCES |
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