Recently, i wrote an article which gave me the idea to write another article on Sales incentives and its role in the motivation of your sales staff. The first article i wrote was on Sales motivation and why it is important for your sales staff. If you want to combine sales motivation, and want to motivate your sales staff so that they do better sales for you, you will be using … [Read more...] about Why sales incentives should be used to motivate your sales staff?
Sales management articles
Chances are, right now if you step out in the market, you will find a shop offering discounts on all its products. Similarly, you might find a dealer strongly pushing one brand over the other. These are perfect examples of Sales promotions in action. What is sales promotion? Sales promotion is a type of Pull marketing technique. If you have a product which is new in the … [Read more...] about What is Sales promotion and what are the types of sales promotions?
Sales is one of the toughest jobs out there simply because of the number of rejections involved to reach a sales target. You have to go against your better nature to make a sale. You need guts to pick up the phone, not knowing what your potential customer might answer. You need guts to approach someone whom you do not know, just to pitch your product. And you need … [Read more...] about Why Sales motivation is important and what are Objectives of Sales motivation?
When you want to paint a picture, you have to start with a blank page. Just like that, when you want to make a sale, you have to start with a list of cold calls or a list of target customers who are blank to you. What is Sales Prospecting? If you have a database of 100 people, you won't know in advance which amongst them is most interested in your products, who is going to … [Read more...] about What is Sales Prospecting & its role in Sales?
Adaptive selling is a strategy that requires the sales representative to adapt or customize the selling style based on the behavior of the customer. This method circulates as opposed to formula selling, which is a standardize approach based on a fixed sequence of steps and which does not change with the buying situation. Adaptive selling allows the salesperson to truly listen … [Read more...] about Adaptive selling & how to use it for sales
Sales forecasting is a difficult area of management. Most managers believe they are good at forecasting. However, forecasts made usually turn out to be wrong! Reasons for undertaking sales forecasts Businesses are forced to look well ahead in order to plan their investments, launch new products, decide when to close or withdraw products and so on. The sales forecasting … [Read more...] about Sales Forecasting
A decentralized sales force constitutes of people placed at various strategic points across locations. These strategic points might be across a region, across a state or across a whole country. By decentralized sales force we mean regional or local offices, which many top brands and companies have to increase sales and reduce pressure on the central office. There are many … [Read more...] about Advantages of Decentralized Sales Force
The recruitment and selection of sales personnel varies from company to company depending on the type of sales personnel which the company is going to need. An engineering company will need sales personnel who are very strong in their technical education. Such as machinery sales, engineering companies etc. Further more the executives personalities too matter. In a corporate / … [Read more...] about Recruitment and selection of sales personnel
In committee sales organization the committee is never the sole basis for organizing a sales department. It is a method organizing the executive group for planning and policy formulation while leaving actual operations, including implementation of plans and policies, to individual executives. Thus, many firms have a sales training committee (comprised of the general sales … [Read more...] about Types of Sales Organizations – Committee Sales Organization
Some sales departments use Functional sales organization. This type, derived from the management theory developed by Frederick W. Taylor, is based upon the premise that each individual in an organization, executive and employee, should have as few distinct duties as possible. The principle principle of specialization is utilized to the fullest extent. Duty assignments and … [Read more...] about Types of Sales Organization – Functional Sales Organization
The line and staff sales organization is often found in large and medium sized firms, employing substantial numbers of sales personnel, and selling diversified product lines over wide geographic areas. In contrast to the line organization, the line and staff organization provides the top sales executive with a group of specialists and experts in dealer and distributors … [Read more...] about Types of Sales organization – Line and Staff Sales Organization
The line sales organization is the oldest and simplest sales organizational structure. It is widely used in smaller firms and in firms with small numbers of selling personnel. For instance, in companies that cover a limited geographic area or sell a narrow product line. The chain of command runs from the top sales executives down through subordinates. All executives exercise … [Read more...] about Type of sales organization – Line Sales Organization
If sound practices are followed in setting up the sales department, the resulting structure takes on features of one or more of four basic types of sales organization : line, line and staff, functional, and committee. The grouping of activities into positions and the charting of relationships of positions causes the organization to take on structural form. The first two types … [Read more...] about Types of Sales Organization
Effective sales executives insist upon sound organization. They recognize that the sales organization must achieve both qualitative and quantitative personal selling objectives. Over the long haul, it must achieve qualitative objectives those concerning personal selling’s expected contributions to achievement of overall company objectives. In the short run, it must attain the … [Read more...] about The Sales Organization
Reducing pre and post decision anxiety or reducing dissonance is an important function of the salesperson. Recognizing that the buyer’s dissonance varies both according to whether the product is an established or a new one, and whether the salesperson client relation is ongoing or new, these are four types of cases involving the salesperson’s role. … [Read more...] about Salesperson role and reducing dissonance