Manajemen Penjualan

UNIT 3
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

The E – Dimension

Sales has been

automated

“I’ll check with the office and get

back to you” may be regarded as old
fashioned & slow
Some Dangers

 Customer ordering system (automated)

 But product positioning
 New promotion
 Merchandising opportunities missing
 Products are more sophisticated
 More updates
 More changes
 More information
 E Commerce Today

Internet sales can be

categorised into:

Niche products
Price driven products
Enthusiast products
Convenience products
Sales people needs to be
aware of the
environment that the
“buying process”
includes a variety than
ever before
Meeting the Opportunities

1) Cost
  

2) Effect on productivity
  

3) Ability of sales power

4)Positive / negative effect on customer service

5)Building relationship
Opportunities

Mobile Phones  speed things up

Mobile Computers variety tasks/ easily
Assisted Learning devices like CD ROM
Communications Email > fax
Research & Information facts for intel
CRM record, monitor & prompt
Presentation as an aid to the process
Website additional element for consumers
Telephone Link / online chat immediate response
All the above should be Customer
Oriented and enhance customer
satisfaction!
Other Implications

Selling overseas
Demonstration of commitment
BEST PRACTICE

Technology to SUPPORT the sales

process NOT to replace it !
They need to work well together 
Source: Google, 2019
 In Class
Assignment
AUTOMATION- BENEFITS

Create a video presentation for a company Director /

General Manager. Your product / service needs to
incorporate automation (technology) in it. So this
will convince the GM to buy. It should not be over 5
minutes long.
Hint: you could introduce your company background in
the first part of the video and insert a video proof of your
automation in the next part.
Automation