Any company which produces goods is concerned with the sale of the goods and movement of goods from the company to the end customer. This movement of goods involves three stages - Primary sales, Secondary sales and Tertiary sales. We will discuss each of them in detail. Remember that the movement of goods is critical in this concept. Who is selling the goods and who is buying … [Read more...] about What is Primary sales, Secondary sales and Tertiary sales and what factors determine them?
Sales management articles
If someone asks me the toughest jobs out there, i will definitely nominate sales as one of the top 10 toughest jobs. The reason is simple - because of the sales pressure a sales person faces day in and day out. However, it is important to note that if you asked the experienced sales person, they will always say that sales pressure comes in phases. There are phases when sales … [Read more...] about 8 Reasons for sales pressure and how to manage sales pressure?
Cold canvassing is an interesting and widely used concept in Marketing. All of us have either done cold calling or have been a target of cold calling in one way or the other. Cold canvassing is also known as cold calling, which is a term that we are all more aware of. Cold canvassing is a method of gaining and improving business by targeting customers who have not been … [Read more...] about Cold Canvassing and its Application in Marketing
It is important for all business organizations to have written goals that form part of their business plan. The importance of goals is because they mostly help in deliberating the specifics that the organization needs to accomplish in regards to growth, market share, and profitability. In some occasions, goals can as well be set for purposes of internal measurement such as … [Read more...] about 4 reasons that explain the Importance of Goals to any organization
Sales is one of the toughest jobs in all industries. This is because a sales guy has to face rejection over and over again and yet complete the targets they are given. Not an easy job at all. To do this, the sales person needs to know everything about the products they are selling and the company they belong to. Plus they need to understand their buyers and then find a middle … [Read more...] about 10 Personal Selling Skills required for success in sales
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?
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