RESOURCES REQUIRED TO SALES SYSTEM

The sales system requires three types of resources.

1. Information. 2. physical Resource. 3. Finance .. Information: Information gives power to the sale process. The person needs to know i. The big picture of supply & demand for the product. ii. Product information in depth iii. The policies & procedures. iv. Marketing & intelligence v. Performance analysis

PHYSICAL RESOURCE:
Physical resources are the tools for action in the market place. The tools for movement of the sales person & the goods. Ex: Car, Two wheeler.. The tools of knowledge & information.

Ex: Address book, test results, reference.

The tools for the sales process.. Ex: Visiting cards, Product catalogues, samples. FINANCIAL RESOURCE: The costs of sales which need to be budget for 1. 2. Salaries, commissions to the sales force. Investment in space and equipment.

3.
4.

Tools for the sales process.

Travel and transport.

METHODS OF SELLING A: Telemarketing [ selling concept on the phone] B: Sales on the internet C: Mail order sales D: Sales through large scale fixed shop retailers ---- Departmental stores

--- Chain stores

---- Mail order house ---- Hire purchase shop ----- Super market ----- Fixed price shop ----- Co. operative stores.

E: Sales through wholesaler & retailer Wholesalers function ---- Assembling & buying ---- Storing ---- Transporting ---- Financing Retailers Function ---Buying & Assembling --- Storing --- Grading --- Selling

---- Risk bearing

---- Grading , packing ---- providing marketing information F: Direct selling

--- Supply of Market information

--- Advertising.

Ex: Amway
quantum Eureka forbes

PROCESS OF SALES
The process of selling has five basic stages. 1. PREPARATION Planning the time & territory management Planning each sales call Prospecting & evaluating new customers. 2. OPENINGS: With new customers With existing customers 3. PRESENTATION: Features , advantages & benefits Demonstration Handling objections Negotiating 4. CLOSING: Timing

Methods
5. SERVICE: Problem solving Marketing intelligence Merchandising

THE DOUBLE WIN STRATEGY IN SALES MANAGEMENT In this strategy both the customer & the sales person come out of the sale with a sense of satisfaction. The double win strategy is based on such irrefutable logic that is difficult to understand why any other approach would be used. Some sales people have still not accepted the merits of the win-win approach. They have adopted a win loss approach which means that the sales

person wins at the buyers expense.

We can adopt the win- win attitude, which is one of the principles of partnering style selling.

The starting point to the development of a double win philosophy is to

compare the behavior of persons as follows.

[ DOUBLE WIN STRATEGY]

WIN LOSE PEOPLE

WIN- WIN PEOPLE

Help others, solve their problem. Fix what caused the problem. Make life a joyous happening to all.

See a problem

Fix the blame

Let life happen to them Learn from the past , live in the present

Live in the past

and see goals for the feature. Make promises they never keep Make commitments to themselves & to other & keep both of them.

DIFFERENCE BETWEEN MARKETING AND SALES MARKETING APPROACH

Identify markets End use analysis Desk research Market research &develop new product R&D Develop & maintain an effective marketing system. Pricing strategy Product promotion Advertising campaign Distribution strategy Packing After sales service Ensure profitability & return on investment. Costing system Inventory control receivable Credit control

SALES APPROACH
Identify customers

Prospecting customers Who else, where else approach Meet customers specific need Application Engineering Overcome the obstacles in the field of sales of the product. Handling objections Personal selling Developing quotations submitting tenders combating competition Matching competitors motive Ensure profitability Return on time invested Control on accounts Control on selling expense.