The sales presentation was successful because he takes care of his customer’s need. Merchant and purchaser don’t want to waste their time for unnecessary work. This method is a very effective to build a stronger and good relationship with their customers. In my opinion, the best aspect of the presentation is the message because message demonstrate the business goal and profits. So it should always be clear and concise as possible.
Every business industry nowadays, whether they are aware of it or not, depends on business strategies that they implement in order to achieve high growth potential. Some businesses, however, tend to forget the importance of maintaining effective sales strategies, therefore, they experience a decrease in sales causing their business to eventually experience some financial difficulties. Gluck (n.d.) describes sales strategy as a plan that allows companies to position their brand or product in order to gain a competitive advantage. Successful sales strategy should create a need by convincing a potential customer that the good is presented to them can solve their problems. This has to be created as a “planned approach to account-management policy
ii) Two out of every sales representatives, fail to meet the set target that they are given. iii) It is found that sales representatives spend time which is equal to 50 working days in research and are away from core selling activities. 3. How is SMO related to Sales efficiency? SMO involves various steps, procedures and reports that help in improving the flow of the sales process.
When used correctly, the steps in Sales Through Service help salespeople close more deals more often and generate additional revenue for their companies. For maximum effectiveness, a salesperson must use the four steps of the Sales Through Service process in order: build a rapport, ask open-ended questions, give a recommendation and close the sale. By doing so, the salesperson lays the groundwork for a positive relationship with the client and sets the stage for the client to make a purchasing decision. Using Sales Through Service does not guarantee that a salesperson will make a deal every time, but it does increase the likelihood of a client purchasing from the company – a step in the right
These process hinders to attract new customers so to improve the reachability to customers there is a need to change in organization structure. 6) To meet the diversified customer needs- each sales representative serves wide variety of customers ranging from food packing industry to beverage industry which demands great knowledge and cause stress, by which they can’t attend the each customer needs in
So the sales people have opportunity to develop their presentation specifically designed for each customer). (Rosan.L et al ). So it is very necessary for the salesman to have complete and current information about the customer. Many studies focus on the adoption of technology by the sales
They are connected through HP’s sales representatives. As for small to medium size businesses, they tend to spend below $250 thousand on orders each month or quarter. They are connected through a combination of HP’s sales representatives and channel partners. The case recommended an optimal sales approach along with combining standardization and customization including leveraging three streams of sales opportunities: upstream, midstream, and downstream. Though by combining standardization and customization can lead to an effective approach, however, Dudley’s sales process audits showed that HP’s sales representatives were unhappy and felt overworked due to the growing pressure of the implemented sales strategy and time allocation.
1) Utilize sale force: The sales people are no less than foot soldiers for a company, not only performing most of the leg (read: field) work that translates into sales revenue, but also representing the face of the company with customers and distributors. The information unknowingly gathered through up close and personal interactions with these important stakeholders can be a vital knowledge bank for marketing intelligence if tapped in time. The sales force is in a unique position to predict and identify upcoming changes in customer preferences or trends, market gaps, possible product line extensions, new market segments, etc. due to exposure to consumers. A company must train its sales force in the art of keen observation and debrief them
The method helps to support decisions related to pricing, removing or adding items from the product protfolio and implementing evaluating processes for improvemnets in the organiation. Since these method gives us accurate information about costs it helps us to take more accurate pricing decisions. The method also helps to increase the understanding of overheads and cost drivers and focuses on the non-added values which were ignored by the traditional costing approach which helps the manager to understand what to add and what to eliminate. The method helps to use effective operating costs which can be used in better allocation. It also enhances product and customer analysis of profitability.