Nature of the sales environment. Essay

Selling to consumers or other businesses, developing an effective sales strategy is the first step to persuading customers to part with their money. In particular, we need to identify which customers to focus the efforts on, the sales methods that will be use to reach them and how we will price the product or service.

The portion of the business that should be focus on sales of products is advertising, sales promotion, publicity, personal selling, sales force management, customer relations, and dealer relations. These activities are especially critical when a firm pursues a market penetration strategy. The effectiveness of various selling tools for consumer and industrial products varies. Personal selling is most important for industrial goods companies, and advertising is most important for consumer goods companies. With regard to advertising products and

Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.

Most organizations, that maintain a sales force, believe in just two approaches to advancing the sales skills of their sales team: The Minimalist Approach and the Process Approach. Few, if any, ever consider the impact emotions have on sales success. Before we talk about he value of emotion in the sales process, lets make sure we understand what is involved in the two, most popular, sales training methods. A brief explanation of the Minimalist and the Process sales approach may properly set the stage for a productive discussion about what is really needed to grow a "World Class" sales team.

Another crucial part of managing a sales team is to continually recruit and train new staff. New talent is a great way to generate fresh ideas; you never want your sales team to become stale. Sales Managers are always establishing sales programs and advising their team on ways they can improve their performance (Bureau of Labor Statistics).

In the past, the salesperson was a persuader, an expert in a market where customer had little facts, were enthusiastic to buy and had narrow foundations of supply. The salesperson’s role has changed from being a performer in a relationship game to being a business consultant, providing value to customers. He is the person, who introduces new products ideas and influences the life-styles and consumption patterns by making new products and services available and influencing opinion leaders to accept them. The role of a salesperson today is more than the conventional role of order taking, he has to research to see what is needed, wanted and what type of customers to target. He also has to change with modern technology. In this paper, you will read some of the ways a salesperson’s training and role has changed during time.

In the modern age market customers are likely to be subjected to an array of products and services. While products and services can differ in application and purpose, they are largely homologous. Thus in order to attract a loyal customer base, a strong sales presentation is a necessity. The sales presentation should strike a balance between being persuasive and informative, ultimately promoting the business and its brand.

Despite the economic downturn progressive sales organizations are continuing to invest 2-5% of their annual sales budgets in sales training and development. These organizations undoubtedly will outperform their competitors who don’t invest. Training and development is one of the key factors that lead to improved sales performance.

A environment in which sales people see themselves as personally accountable for fully understanding their sales opportunities and for delivering accurate sales forecasts

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in

Success in personal selling at the retail level requires training the sales staff. The current retail environment is so diverse that it requires different types of sales staff at different times. For example, the training of the staff is required – on introduction of new brands, extension of the product line, changes made by the competitors etc. Other than training the sales staff should be aware what is happening around him in the

Sales is a hard profession for many reasons. However, one big reason why it feels like an uphill battle is due to the general perception of all salespeople. We have the past techniques and tactics of previous sellers. These tactics have left a sour taste in consumers mouths and forced us, as salespeople, to change the way we do business. We've all heard the negative adjectives use to describe sellers. Buyers walk into a purchasing situation with

June’s auto sales figures came out today and for people taking an extended four-day weekend to celebrate America’s Independence Day, poolside chatter may have silenced the news.

Our sales process must be followed closely and all progress will be monitored, tracked, and evaluated on a regular basis by the sales manager. The key to our sales process will begin with our sales people becoming experts on all the products and services that we offer. Once that has been accomplished, our sales people will concentrate on prospecting and developing leads which will eventually lead to the selling of goods. Once a salesperson has become familiar with a client’s needs, they must best match them with the appropriate products. To do that, our marketing department has developed a plethora of material in which to engage the client and help make their purchasing decisions easier. Once a salesperson has obtained interest from a prospect, they will begin the next phase of the selling process.

Sales manager is an important position in a company. He does not only focus in sales alone, yet he needs to set sales objectives, forecasting, budgeting, organizing and salesforce's recruitment. In order salesforce to achieve it objective, sales manager needs to create a positive environment for his salesforce. According to Barker (2001), salesperson's behavior is influenced by three groups of antecedents - activities of sales manager, characteristics of salesperson and an appropriate sales organization's design. One of the important functions of sales manager is motivating salesforce towards their job performance, productivity, job satisfaction and employees extension.