Manajemen Penjualan

UNIT 2
Pembelajaran

Siapapun yang berhenti belajar berarti sudah tua, entah

pada usia 20 atau 80 tahun. Siapapun yang tetap belajar

akan senantiasa muda. Hal terbesar dalam hidup adalah

membuat pikiran awet muda. Henry Ford

 Sales as a
significant
marketing
component
Sales Management Long term and Short term
Tasks and Responsibilities
Sales reflecting Needs

Telephone (call centres)

Face to face
Buying Groups
Diverse Teams

Due to market demands,

Regional Sales Manager
Head of Sales
Sales Manager
Customer Organisation
Product Organisation
Geographical Organisation
Recent research by PwC
found that 78% of
consumers were
influenced by social
media in some way
when purchasing
Meeting the Needs

1) Speed
  

2) Data / Information (e.g. buyer’s preference,

  

competitive intelligence)

3) Ability / professional
Customer Relationship Management

The benefits of it include:

Better client relationships. 
 the more you know, and remember, about clients (or
customers) the more your clients know you care
about them = a much stronger connection and a
deeper relationship with your clients.

Improved ability to cross-sell. 

 The more you know about your clients' needs and
wants, the better able you are to provide the solution
to their next problem. 
Customer Relationship Management

 Increased team collaboration / Up to date

 the implementation of CRM software to bridge the
gap between team collaboration

 Cost savings
 benefits far outweigh the costs. Members of the sales
team are able to better schedule meetings with
prospects in the same geographic area.
 able to resolve a client's concern, rather than
everyone keeping a separate spreadsheet or contact
database on their computer. 
Sales managers must deal
with people that is both
acceptable and effective!
Reminder: Strategi Penjualan

Strategi penjualan adalah

memindahkan posisi
pelanggan ke tahap
pembelian
BUYER TRANSFORMING
Trial Close

 How do you feel about our services so far?

 Do you feel like our solution would work for
you?
 Now that we've gone through the features, how
does it sound to you?
 What are the next steps you'd like to take?
Urgency Close

 Scarcity of inventory. If something is the last

one or only one of its kind it makes people
want it more. ...
 Adding a timeline. Timeline is probably the
most used way to create urgency.
 No better price. ...
 Regret or loss.
Assumptive Close

 After you complete this beauty regimen for a

week, you'll see wonderful results. Your skin
will be softer, and your loved ones will ask
what you've been doing differently to take care
of yourself. You'll look better and feel better
about yourself, too.
 In Class
Assignment
SELLER – BENEFITS  What is
your strategy?

“I’m looking for a laptop for my grandson, I want something that’s

lightweight, has good memory and at a reasonable price.”

 “I’m looking for a television set for myself, I want something that could
be easy to use, has internet connectivity and at a reasonable price plan.”

 “I’m looking for a backpack / luggage for my son, I want something

that’s lightweight, colorful and trendy.”
SELLER - BENEFITS

“I’m looking for a projector for the class, it need not be very full in features but
bright and at a reasonable price.”

 “I’m looking for a DVD player for my mother, I want something that could be
easy to use, has a remote and at a reasonable price and collection point.”

 “I’m looking for a vacation with the whole family, I want somewhere that is
near and has good food with not much city life.”