Sales

Prepared by: Sateesh Hotchandani

Definition

• A sale is the exchange of a commodity for money or service in return for money or the action of selling something.

Sales methods

Sales Techniques

Sales Agents• Sales broker, seller agency, seller

agent, seller representative: This is a traditional role where the salesman represents a person or company on the selling end of a deal.

Contd.• Buyers broker or Buyer brokerage: This is

where the salesman represents the consumer making the purchase. This is most often applied in large transactions.

Contd.

• Disclosed dual agent: This is where the salesman represents both parties in the sale and acts as a mediator for the transaction. The role of the salesman here is to oversee that both parties receive an honest and fair deal, and is responsible to both.

Contd.

• Transaction broker: This is where the salesperson represents neither party but handles the transaction only. The seller owes no responsibility to either party getting a fair or honest deal, just that all of the papers are handled properly.

Contd.

• Sales outsourcing involves direct branded representation where the sales representatives are recruited, hired, and managed by an external entity but hold quotas, represent themselves as the brand of the client, and report all activities (through their own sales management channels) back to the client. It is akin to a virtual extension of a sales force

Contd.

• Sales managers aim to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume. They are also responsible for coordinating the sales and marketing department as well as oversight concerning the fair and honest execution of the sales process by their agents.

Contd.• Salesperson: The primary function of

professional salespeople is to generate and close business resulting in revenue. The sales person will accomplish their primary function through a variety of means including phone calls, email, social media, networking, and cold calling.

Inside sales vs. Outside sales

Inside Sales• while inside sales is done

remotely through the telephone or the Internet.

•  Inside salespeople go to work at the same office every day and sell their company's services or products through cold-calling or arranging remote meetings through webinar technology.

•   

Outside Sales

• Outside sales is performed in person.

• Therefore, outside salespeople physically meet with clients at their homes or offices in the attempt to sell them their company's products or services. 

Marketing vs. Sales

Sales

• Makes customer demand match the products the company currently offers

• Fulfill sales volume objectives.

Marketing

• Broader range of activities to sell product/service, client relationship etc.; determine future needs and has a strategy in place to meet those needs for the long term relationship.

• Overall picture to promote, distribute, price products/services; fulfill customer's wants and needs through products and/or services the company can offer.

Contd.Sales

• Fulfill sales volume objectives.

• Usually one to one

Marketing• Overall picture to promote,

distribute, price products/services; fulfill customer's wants and needs through products and/or services the company can offer.

• Analysis of market, distribution channels, competitive products and services; Pricing strategies; Sales tracking and market share analysis; Budget.

Contd.Sales

• Once a product has been created for a customer need, persuade the customer to purchase the product to fulfill her needs.

• Short term• Push• Selling is the ultimate result of

marketing.• Sales is the strategy of meeting

needs in an opportunistic, individual method, driven by human interaction. There's no premise of brand identity, longevity or continuity. It's simply the ability to meet a need at the right time.

Marketing

• Market research; Advertising; Sales; Public relations; Customer service and satisfaction.

• Longer term• Pull• Marketing shows how to reach to

the Customers and build long lasting relationship.

• Marketing targets the construction of a brand identity so that it becomes easily associated with need fulfillment.

Thank You!!!