SALES AND

DISTRIBUTION
MANAGEMENT
New Sales Reality by Frank.V.Cespedes
Published on Feb 2021
Submitted by,
BALAJI PARAMAGURU G(2011014)

The fit of People, Process,
Pricing, and Partners that
drives sales effectiveness
Understanding where
customers are, how they
navigate between streams in
your market, and how to
interact with them
appropriately is now central to
effective selling
NEW SALES REALITY
Information sources have
For over a half-century, buying
But now, buyers work through changed customer
has been framed in terms of a
parallel activity streams to expectations, and so the
hierarchy-of-effects model: A-
make a purchase decision. traditional practices increases
I-D-A
the customer dissatisfaction.
PEOPLE-Understanding where
customers are, how they PROCESS- Sales model is
PRICE-Pricing can build or
navigate between streams in important for selling. To know
destroy profits faster than any
your market, and how to when, what, and how to change
other business action. A key is
interact with them a sales model, we need relevant
price testing
appropriately is now central to analytics
effective selling
PARTNERS- Selling now also
means working with channel
partners who are influential
during the buying journey and
after the sale. Omni channel
and multi channel would help
in bringing up the effective
sales