Marjolaine MATRAY

Digital tools, sales management & organization

CFVG 2 - Understand consequences of sustainable sales

in sales process and organization

April 2023

Marjolaine Matray – april 2007 - 1

2 – UNDERSTAND CONSEQUENCES OF SUSTAINABLE SALES
IN SALES PROCESS AND ORGANIZATION

1 - Sustainable selling by Life Cycle Analysis

2 - Define the best sales channels

3 - Principles of sales
organization

4 - Sales tasks

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Life Cycle Analysis: from craddle to craddle

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 How can selling be taken into account?

How can Life Cycle Analysis become a selling advantage?

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As an example, sellling a jean

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Impacts of Life Cycle Analysis on selling process

- Raw material in sales?

- Manufacturing the sales

- Chosing amongst
distribution channels

- Using

- Recycling

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 Impacts of Life Cycle Analysis on customer behaviors

https://www.sciencedirect.com/science/article/pii/S0959652619329208

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Life Cycle Tasks

Analyse the environmental impact of a product or service

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2 – UNDERSTAND CONSEQUENCES OF SUSTAINABLE SALES
IN SALES PROCESS AND ORGANIZATION

1 - Sustainable selling by Life Cycle Analysis

2 - Define the best sales channels

https://www.youtube.com/watch?v=C_48o_J7lsc

3 - Principles of sales
organization

4 - Sales tasks

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From single channel, to multi-channel, to omni-channel

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How to create omni-channel marketing in BtoB?

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[example

Social media 01
Facebook page/groups/communities
Tiktok, Youtube Ads, Linkedl post

Ø Website 02
Official website of MASTERDI

Ø Phone 03
Mobile app of MASTERDI with detail course information

Omni-channels
Ø Telesales & Affiliate 04
Tele-sales & support of affiliate to turn leads into sales

Ø Event & KOLs 05

Offline events in partnership companies with
KOLs/Influencers (Nano) to introduce about the course

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Which channel for which Marketing tasks?

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2 – UNDERSTAND CONSEQUENCES OF SUSTAINABLE SALES
IN SALES PROCESS AND ORGANIZATION

1 - Sustainable selling by Life Cycle Analysis

2 - Define the best sales channels

https://www.youtube.com/watch?v=C_48o_J7lsc

3 - Principles of sales
organization

4 - Sales tasks

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Classical marketing organisation chart

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Digital marketing organisation chart

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Complex sales organisation chart

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Marketing & sales organisation chart

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example

BOARD OF DIRECTOR

DIRECTOR OF SALES & MARKETING

SALES MARKETING
DEPARTMENT DEPARTMENT

CUSTOMER ACQUISITION SALES PLANNING BRANDING STRATEGY DIGITAL & PERFORMANCE

MANAGER MANAGER MANAGER MANAGER

CREATIVE & CONTENT CUSTOMER INSIGHT

HEAD OF CALL-CENTER
MANAGER ANALYTICS MANAGER

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 2 – UNDERSTAND CONSEQUENCES OF SUSTAINABLE SALES
IN SALES PROCESS AND ORGANIZATION

1 - Sustainable selling by Life Cycle Analysis

2 - Define the best sales channels

https://www.youtube.com/watch?v=C_48o_J7lsc

3 - Principles of sales
organization

4 - Sales tasks
what is sales function? https://www.youtube.com/watch?v=HUGaATlIBcw
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https://www.youtube.com/watch?v=MTSCCqpkSSo
 Job description of a sales manager

Responsibilities

1. Managing organizational sales by developing a business plan that

covers sales, revenue and expense controls.
2. Meeting planned sales goals.
3. Setting individual sales targets with the sales team.
4. Tracking sales goals and reporting results as necessary.
5. Overseeing the activities and performance of the sales team.
6. Coordinating with marketing on lead generation.
7. The ongoing training of your salespeople.
8. Developing your sales team through motivation, counseling and
product knowledge education.
9. Promoting the organization and products.
10. Understand our ideal customers and how they relate to our
products.

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 Requirements of a sales manager

Requirements

• Bachelor’s degree in business or related field.

• Experience in planning and implementing sales strategies.
• Experience in customer relationship management.
• Experience managing and directing a sales team.
• Excellent written and verbal communication skills.
• Dedication to providing great customer service.
• Ability to lead a sale team.

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 Share about your job description

Testimony of a sales manager

https://www.youtube.com/watch?v=Pdw_6e3rZ04

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Recruitment in digital companies @ maki

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Example of job offers @ maki

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Sales mission @ maki

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@ maki, mission, values and work habits

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@ maki, progression and benefits

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@ maki ideal candidate

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Process @ maki

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Key messages

Sales process •
• https://www.youtube.com/watch?v=PT0bkGv8DDU

1. Initial meeting

--> before submitting price to customer (Propose)

2. Qualification
--> Understand customer wins & loses

3. Understanding customer needs

4. Value proposition

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Final presentation

Develop an online training program

•
on what you want: coaching, sports, yoga, marketing..

• Precise your offer: content, length, price, requirements…

• And explain your selling process using social network

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