Sales Responsibilities and Preparation

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Sales Responsibilities and Preparation

• Chapter - 7

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• Sales responsibilities The primary
  responsibility of a sales person is to conclude a
  sales successfully
• This task will involve the identification of
  customer needs, presentation and demonstration,
  negotiation, handling objections and closing the
  sale
• In order to generate sales successfully, a number
  of secondary functions are also carried out by
  most sales people

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• Although termed secondary, these functions are
  vital to long-term sales success
• These functions are
• Prospecting
• Database and knowledge management
• Self-management
• Handling complaints
• Providing service

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• Prospecting It is searching for and calling upon
  customers who, hitherto, have not purchased from
  the company
• Sources of prospects
• Existing customers asking satisfied customer
  about new one
• Trade directories yellow pages
• Enquiries word of mouth
• The press and the internet
• Cold canvassing calling on every prospect

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• Data base and knowledge management
• A systematic approach to customer- record keeping
  is to be recommended to all repeat-call sales
• Salespeople should also be encouraged to send
  back to head office information which is relevant
  to the marketing of company products
• Self-management This aspect of the sales job is
  of particular importance since a sales person is
  often working alone with the minimum of personal
  supervision

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• Handling complaints
• Providing service The sales people can provide
• Consultancy service
• Trade selling merchandisers
• Customer service make correct choice
• After sales service sales engineers to help in
  orientation or break-down

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• Implementing sales and marketing strategies
• The sales force is also charged with the
  responsibility of implementing sales and
  marketing strategies designed by management
• Preparation
• Sales negotiation timing of delivery, price,
  product extras, payment and credit terms
• Pure selling no uthority

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• Preparation for pure selling and sales
  negotiation
• A number of factors can be examined in order to
  improve the chances of sales success in both
  sales negotiations and pure selling
• Product knowledge and benefits
• Knowledge of competitors products and their
  benefits
• Sales presentation planning
• Setting sales objectives
• Understanding buyer behavior

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• Preparation for sales negotiations
• Apart from the points mentioned in the earlier
  slides, a sales negotiator will benefit by paying
  attention to the following additional factors
  during preparation
• Assessment of the balance of power
• The number of options available to each party
• The quantity and quality of information held by
  each party
• Need recognition and satisfaction
• The pressures on the party

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• Determination of negotiating objectives
• Must have objectives minimum price
• Would like objectives high price
• Concession analysis
• The kinds of issue that may be examined during
  concession analysis include the following
• Price and its breakup
• Timing of delivery
• The product- its specification, optional extras
• Payment terms
• Trade- in terms
• Proposal analysis