Professional Documents
Culture Documents
-Siva Devaki
Salespeople required
simple presentational and
closing skills to be
successful.
Modern Selling
It combines new tools and modern sales
techniques, such as digital selling and
social selling, to find, engage, and
connect with potential customers and
achieve modern sales success.
CUSTOMER
Adding value/
satisfying needs Customer
relationship
management
Problem
solving and
system selling
Modern Sales Approaches
Delivery Salespeople
Grupo Modelo lanzó su plataforma de cerveza y La promesa de entrega es que las bebidas
otros productos con entrega a domicilio. TaDa llegarán frías en tiempo estimado de entre 30 y
Delivery de Bebidas, es la apuesta de la empresa 35 minutos. Los consumidores tendrán la opción
para satisfacer a sus clientes. de utilizar envases retornables y no habrá cobro
por envío.
Martínez, C. (2022, 26 agosto). Cervezas frías a domicilio con Grupo Modelo, TaDa Delivery de bebidas. THE LOGISTICS WORLD | Conéctate e inspírate.
Recuperado 27 de agosto de 2022, de https://thelogisticsworld.com/actualidad-logistica/grupo-modelo-apuesta-por-el-delivery/
The Marketing Orientation
Product Orientation Product Orientation
Product orientation might result in inventing The focus of company effo switches to the
a product that could revolutionize aspects of sales function. The main issue here is not
people lives. hoy to produce but, having products how to
In a product oriented approach business ensure that this production is sold.
focuses and develop products based on
what it is good at-making or doing, rather Sales orientation results in establishing
than what the customer wants. organizational cognitiveelements. These
cognitive elements include the individual
knowledge and skills, which reside in the
collective knowledge systems.
Disadvantages for Product
Orientation
The risk of product orientation is that organizations can continue to
develop their customer-pleasing products in the same way that they
created the product, which is isolated from the customer.
Disadvantages for Sales Orientation
1 Surprise your customers by offering them positive experiences in the purchase and
consumption of your products. Remember that experiential marketing is key to stand
out from the competition and gain preference in the market.
4
Design a guarantee and quality policy that gives confidence to potential
customers, especially when there are similar products of lower price in
the market.
5
Train your salespeople to learn sales techniques and strategies that
allow them to be more effective at everv opportunity. Here you can
find lots of material to learn about sales.
advertising, brand, in the comercial premises, etc. Remember that color can
6
have a 60% to 80% influence on the decision to buy a product
7 Create a customer data base
Know your customers. Worry about knowing who they are, what
motivates them to go to your business, where they live, what they like, 8
etc. Any data can be very valuable for your strategies.
Who are you competing with? Identify and analyze the competition.
9
Find out what their strengths and weaknesses are. If you consider it
convenient you can make alliances with them that generate benefits
for both.
Pay attention to the complaints, claims and suggestions of each of
10 your clients and give them a quick response to your request. A
dissatisfied customer eniovs sharing his negative experiences with all
his friends and contacts in social networks. Do not risk.
roots based on quality issues through to the more mature notion of total quality
management (TQM). In a more discerning marketplace customers desire and deserve
the best in terms of quality. The selling implications of such expectations have been
discussed.
LEAN MANUFACTURING:
Lean manufacturing is growing apace as a manufacturing technique, with the result
MANAGMENT
stages are:
BUDGETING
The selection of sales people is a task wicht does not always recibe the attention it should form sales
managers.
A sales manager should decide on the requeriments of the job and the type of person who should be
able to fulfil them.
They should also be aware of the techniques of the interviewing and the necessity of evaluating the
candidates, in line with the criterio established during the personal specification stage. Finally, the
sales manager should consider the use of psychological tests and role playing as further dimensions
of the assessment procedure.
The purpose of sales forecasting has been explained and it has been emphasized that this function rests
with sales management.
The importance of forecasting to the planning process has been established; without reasonably accurate
forecasting, planning Will be in vain.
Forecasting has been considered under the headings of qualitative and quantitative techniques, with the
latter being Split into time series methods and casual methods.
THE SALES BUDGET