Role and responsibilities of sales person NOTHING HAPPENS UNTIL SOMETHING IS SOLD.

Wise words used by many a sales director in the past. Now there is a change??? Companies can no longer sell people something just because they have it! They have to persuade people they are being offered something they want or need. This is what has brought about the attitudinal change - a move (subtle thought it may be) from prescriptive selling to consultative selling. Importantly It is important to remember the 'pareto' rule ie 80% of business comes from 20% of a supplier's accounts and key accounts should be given the attention they deserve. The duties and responsibilities of the sales persons can vary depending upon the nature of the business. A sales person should have all the knowledge about the product so that he may communicate with the customers. Consumer Satisfaction Should also handle and maintain the cash. Sales person is also responsible to greet the customers, to help the customers in identifying their requirements, to promote products, to answer the customers' questions regarding the products, to negotiate the price on the spot, to arrange the merchandise properly and to supervise the ordering the supplies.

Are You a Hunter or a Farmer? when looking at personality there is more than just the "it" factor to consider. The better determination, as to whether you have the right person in a sales role, is matching the right PERSONALITY with the right ROLE. Who are Hunters??? They are networkers. They are independent. They generate buzz and excitement. And, they are not always good at follow-through and focus.

Examples Typical sales roles: Account Executive, Field Sales Rep, Business Development Rep/Mgr But again who are they??? Hunter is the person who gets their sales energy off of the hunt for the new opportunity. Who is Farmer then??? Typical sales roles: Account Manager/Rep, Customer Service Rep, Inside Sales Rep Again then The Farmer is the sales person who builds and cultivates relationships and opportunities, typically within existing accounts. Yes now They nurture. They collaborate. They are team players. And, they are not always good at prospecting. A Balanced Match Based on the priority of your specific company business development goals (customer acquisition or customer loyalty), you will want to make sure you have the right balance of BOTH Hunters and Farmers. then What does it mean to be responsible as a salesperson? while being ethical means doing the right thing in a moral sense, being responsible means doing things the right way. The truth is that your customers will respect you more if you take responsibility not only for your own mistakes but the mistakes of your company and then do everything in your power to correct those mistakes. Being responsible and professional also includes treating your customers and prospects with deep respect. The real goal here is to find out what is considered acceptable behavior according to your customers and then behave accordingly. eXAMPLE When Mercedes-Benz places an order for parts or supplies with a company, the marketing salespersons role is not so much to persuade Mercedes-Benz what to buy and how much to The salespersons job is to make the exchange as satisfactory and seamless as possible. buythey know that already.

Qualitative Research Qualitative forecasting analyses can be used to formulate forecasts for new products for which there are no historical data to devise or adjust mid- or longrange forecasts for corporate planning others. In other words, one could say that qualitative forecasting emphasizes predicting the future, rather than explaining the past (Makridakis & Wheelwright, 1989). QUALITATIVE FORECASTING: ADVANTAGES AND PROBLEMS

Time sries quantitative techniques cannot predict changes in sales or demand patterns. Regression cannot predict changes in the relationships between sales and the predictor variables. Predicting the occurrence and nature of these changes can be accomplished by qualitative analyses based on the knowledge and experience of people internal and/or external to the company. QUALITATIVE TECHNIQUES AND TOOLS

Expert Evaluation Techniques - Jury of Executive Opinion When executives from various corporate functions involved in forecasting sales (e.g., finance, marketing, sales, production, and logistics) meet to generate forecasts, is the meeting istermed a jury of executive opinion. Delphi Method 1. Each member of the panel of experts who is chosen to participate writes an answer to the question being investigated 2. The answers of the panel are summarized and returned to the members of the panel, but without the identification of which expert came up with each forecast. 3. After reading the summary of replies, each member of the panel either maintains his or her forecast or reevaluates the initial forecast and submits the new forecast (and the reasoning behind changing his or her forecast) in writing.

Sales Force Composite The sales force composite is a qualitative forecasting method that uses the knowledge and experience of a companys salespeople, its sales management, and/or channel members to produce sales forecasts. DECISION ANALYSIS TOOLS FOR QUALITATIVE FORECASTING

Decision Tree Diagrams Simulations forecasters predicting sales for a new product could use simulation to explore alternative outcomes based on the probabilities of various economic conditions occurring. Introduction to sales management What is Sales Management???

The Definitions Committee of the American marketing association defined sales management as the planning , direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force. Marketing and sales

Imagine a real life funnel. Wide, open rim at the top, narrow chute at the bottom. Now, just imagine that the entire country stands at the very opening of the wide rim, and your product lies at the bottom of the chute. Obviously, not everyone is going to fit down there to get your product. That's convenient, because let's face it - not everyone is going to be demanding your product or service. Hence, a marketing funnel is like a filter, where you promote your product to specific people, in the hope of dragging them closer and closer to the ultimate goal of making a sale. Take another example

You will be marketing to everyone standing at the top of the rim. But as we already know, most of these people dont want or need your product, so thats an absolute waste. Instead of generic targeting, how about focusing on a group of people who search for a specific term? They have already progressed inside the funnel, self identifying themselves as people who may be interested in your product. It is here that your advertising should be targeted, and hence it is at this level where most of your sales will develop. Sales Approaches

Direct sales Approach In-Direct sales Approach Before the Industrial revolution the small scale industries were the leaders of the market and selling the products / services was not much of a problem. With the Industrial revolution, which began in 1760 in England and shortly after the American Revolution, in United States, the companies had started to focus on the expansion of their territory by finding new market places. then

The creation of the marketing department has solved the problem of understanding the market place & helped in performing all activities to improve the market dominance the products. With increasing markets and customers various sales divisions were setup. However a major issue of how to communicate with customer has to be perfected. This is where the roles of marketing mix and personal selling as a function came into the picture.

Sales Management Functions Resources Human , Financial ,Technology ,Etc Performance Obtain goals Customer satisfaction Product sales and profit Efficiency Effectiveness

Sales Process
Prospecting Identifying & qualifying potential customers Preparing Pre approach and call planning Presentations Approach and demonstration Next steps Handling Objections Closing Follow up Detail of the points Prospecting must have a need able to afford the purchase person must be authorized to purchase the product Two stages------identifying and qualifying the prospects. Preparing Pre-approach who is the customer, what are its needs ,what other information required etc Call Planning specifying the objective, developing the strategy ,making appointment Presentation Approach

Presentation Techniques Exhibits Testimonials Examples Guarantee Demonstration

Handling Objections Type of objections Timing Price Competition Closing

When to close How to close Follow up sales CRM Handling consumer complaints promptly etc