sales & marketing program marihot sibarani

SALES & MARKETING

PROGRAMMarihot Sibarani

GOALS : INCREASE NEW KEY ACCOUNTS, MEET OR EXCEED YEARLY SALES TARGET, TO GROW PROFIT CORPORATION’S REVENUE ANNUALLY THROUGH ADDED SALES INFRASTRUCTURE AND PROFESSIONAL SERVICES.

OBJECTIVES : To promote the sales of products and services that will most benefit the customer-owners, and to establish creditability through communication in a manner that will optimize the cooperative’s market share and savings, improve the cooperative’s efficiency, help achieve the cooperative’s mission and goals, and result in outstanding customer service.

Sales & Marketing for Product and Services

Sales Strategy

Marketing Program

After sales Services

Maintain long term Relationships

SALES STRATEGY

Intern

Extern (Sales Job)

SALES STRATEGY Intern

Each Sales Engineer Has a responsibility target that is determined based on the last year progress and existing prospects

Complete Training Product KnowledgeComplete training Business

term & Salesmanship

Complete Sales Tools: Product Presentation, Brochure, Leaflet, Technical

Document, Sales Call Commitment Document, Success Sales Story

SALES STRATEGY Intern

Evaluation PersonalPeriodical Coaching (1 x in Two

Month)Short Joint On Visit (1 x Monthly)Group Meeting (Weekly)Personal MeetingWeekly Visit Plan and Short

(Email) report

SALES STRATEGY Intern (Cont.)

Monthly Complete Sales Report Warning per 3 Month (1st to final 3rd)

Compensation, Bonus and Reward Improvement/Completion Sales

Skills, Facility, Sales Tools, including organization (group, division, others) etc.

Provide a competent Application Engineer to support all Sales Engineer daily's

SALES STRATEGY Intern (Cont.)

Provide a competent Sales Counter to cover all request from customer and submitted to Sales Engineer to be follow up

Conduct a Sales Team Meeting with Management at the first day of every week to discuss profit and loss including Sales Action

SALES STRATEGY Extern (Sales Job)

100% able to prepare Objective and focus (Including Sales Tools & appointment) before Sales Call

100% Best Practice Salesmanship100% have to use Sales Tools have

been provided by the companyEach Sales Personal should be a

Professional Salesman


Each Personnel have to perform at least 3 customer visits per day and report the result directly to the superior

Each Personnel have to use Sales Guideline during face to face with Customer

Each Personnel should be proficient to use all Sales Tools, primarily the notebook to make a short presentation or data processing or to provide document of Sales Success Story

Every visit to the customer should be a high-quality visits, good appointments & advantageous objective discussion and focus on the purpose of the visit


Each Sales Engineer is responsible for some of customers and has at least two loyal customers are doing business with the company

All Personnel shall collect and enter data about all customer company (completely) committed by their respective superiors

All above task of Extern (Sales Job) should be accompanied, trained and supervised directly by the respective Superior of each Personnel, through the Joint on Visit that specified by the Management

MARKETING PROGRAM Market Summary

Market: past, present, & futureReview changes in market share, leadership, players, market shifts, costs, pricing, competition

Describe product/service being marketed The competitive landscape

Provide an overview of product competitors, their strengths and weaknesses

Position each competitor’s product against new product

A B

C D

Performance

Price

Product packaging Quantity and Quality of Product Pricing strategies Price Positioning refer to market Policies: Summarize policy relevant to

understanding key pricing issues Feature & Benefit for Customer After Sales Services Conditions

Launch, Promotions and Advertisement Launch plan refer to market condition,

Promotion budget, Media & Timing of Advertisement

MARKETING PROGRAM

MARKETING PROGRAM Other Promotion:

Direct marketingOverview of strategy, vehicles & timingOverview of response targets, goals & budget

Third-party marketingCo-marketing arrangements with other companies

Marketing programsOther promotional program

AFTER SALES SERVICES

A policy for customers returning goods A repair service A maintenance service Spare parts available A policy for dealing with, and

investigating, customer complaints An advice service for customers with

technical problems


Customer satisfaction:This occurs when customer expectations and needs are met over and over again

It is measured by: Analysing sales performance Recording the number of

complaints/returns Making comparisons with competitors


Customer feedback:Helps to inform the company for the future – so it can improve products/services.

Feedback obtained by: On the spot questions by staff Observation of customers Questionnaires Customer panels/focus groups The website (e.g. pop-up questionnaires) E-mails and email questionnaires


Investigating customer service

Always remember: Key features vary, depending upon the

type of organisation and its customers No business can please everyone all the

time – though they should try!

AFTER SALES SERVICES Customer service features

Products – quality, safety, packaging, clear information

Staff – attitude, dress, communication skills

Premises – cleanliness, access, facilities Delivery – reliability, speed, availability After-sales care – complaints, returns,

repairs, guarantees Other features – payment methods,

advice lines, staff training etc

DISTRIBUTION

Distribution strategy Channels of distribution

Summarize channels of distribution Distribution by channel

Show plan of what percent share of distribution will be contributed by each channel -- a pie chart might be helpful

MAINTAIN LONG TERM RELATIONSHIP “Company need to have long-term customers

and good vendor relationships that will through challenging times or tight deadlines, as well as relationships with other business owners to share struggles, resources and best practices that can really give you an edge. The reality is that business relationships are just like any other relationship. They require some effort to maintain and they must be mutually beneficial. As in any relationship, company must be willing to give, share and support, not just take or receive."

MAINTAIN LONG TERM RELATIONSHIP = HOW TO BUILD BETTER BUSINESS RELATIONSHIPS?

1. Encourage Honest Feedback2. Listen More Than You Talk3. Make A Routine4. Be Honest5. Take Notes6. Give More than You Receive7. Be Proactive8. Be Real9. Turn Blunders into Opportunities


10. Make it Personal11. Meet Face-to-Face


1. Encourage Honest Feedback:"An open, honest relationship demands

clear communications of how each party is performing,“

"Encourage constructive criticism and be brave enough to suggest ways clients can help your firm perform better,“

"If you know where you stand, you can stand stronger."

MAINTAIN LONG TERM RELATIONSHIP = HOW TO BUILD BETTER BUSINESS RELATIONSHIPS?2. Listen More Than You Talk :"We all want to extol our strengths, our virtues in

hopes of impressing others and, ultimately, getting more business,"

"It's counter-intuitive, but being a good listener highlights your virtues much better than being a big talker"

"What sets him apart is that he takes the time to listen to them and really understand where his clients are coming from (business situation)"

"Listening With More Than Two Ears"

MAINTAIN LONG TERM RELATIONSHIP = HOW TO BUILD BETTER BUSINESS RELATIONSHIPS?3. Make A Routine:Devise a system to ensure that not

too much time passes before you connect with your contacts, such as the formal database created. And with the proliferation of social media tools these days such as Facebook, LinkedIn and Twitter, etc.

“it's never been easier to keep in touch”


4. Be Honest:"As a small business owner, it's important that people see me

as expert in my field," says Mr. X. "But, when asked questions I don't know how to answer, I always say so. I remember an initial meeting with what became one of my best clients. I was meeting with the executive team and was asked about my experience in their industry (of which I had none). I could have tried to spin my response to sound like I knew their industry. Instead, I told them that I had no experience and why that might work to their advantage. I was surprised to see stern, questioning faces turn to friendly nods and smiles. They really appreciated my honesty. And that laid the foundation for a great relationship."

Dig Deeper: Can the Truth Set Your Profits Free?


5. Take Notes:“Keeping track of everything about

your customers about their personal or working situation, so the next meeting when you will not lose track of your customers”

“You also will not lose the sense of the nature / temperament / character of your customers, what he likes and dislikes”


6. Give More than You Receive:“Be sure to contact people when you are NOT in need

of something. Take time to learn about their business since it's as important to them as your business to you. "Take a minute to understand your client's dreams and provide opportunities for them to fulfill this whenever possible,"

"Whenever I have a client on the phone I try to understand what they're trying to achieve with their business. From time to time there will be an opportunity that I will actually refer them to someone that I think could help their business especially where I gain nothing from this. Clients really appreciate it when they realize that you're looking out for them."

Dig Deeper: How to Incorporate Philanthropy Into Your Business

MAINTAIN LONG TERM RELATIONSHIP = HOW TO BUILD BETTER BUSINESS RELATIONSHIPS?7. Be Proactive:“Using your journal and knowledge of your

relationships, forward articles, links and other information that might be of interest to your contacts. "When I see interesting news stories I forward them to people who I think would find them relevant," says Mr. XY of Born to Sell. "I've had many recipients come up to me later and say things like, 'I can't believe you remembered that I wanted to go to Thailand.' It takes less than 30 minutes each morning to send out a handful of these. Do it every day and the care and feeding of your network will be alive and well."

MAINTAIN LONG TERM RELATIONSHIP = HOW TO BUILD BETTER BUSINESS RELATIONSHIPS?8. Be Real:"Do not be afraid to be vulnerable""Let people see who you are. It

builds trust and respect. Being too professional is a bore and well you are not going to enjoy yourself."

Dig Deeper: When Do You Lie? Strategies For More Authentic, Respectful Communication

MAINTAIN LONG TERM RELATIONSHIP = HOW TO BUILD BETTER BUSINESS RELATIONSHIPS?9. Turn Blunders into Opportunities:Admitting mistakes and correcting missteps will take

you far when it comes to building relationships, says Mr. C. "Often times, people just want to know that you are sorry and that you have a plan for getting back on track," he says. When one of our service providers made a mistake, which resulted in our service being delayed for a week, the service provider responded immediately with an apology and a proposal for fixing the problem. Instead of looking for another service provider, we decided to work with this provider because we know that the provider is honest and diligent. When a mistake is more than a minor setback, do something to make it right or otherwise provide value to the wronged party."

MAINTAIN LONG TERM RELATIONSHIP = HOW TO BUILD BETTER BUSINESS RELATIONSHIPS?10. Make it Personal:Sometimes it is good to send an actual physical letter

or card of appreciation as opposed to an e-mail. "Say 'Thank you," a lot," says Ms. W. "I send notes to new clients thanking them for their business. I send e-mails of appreciation often, for no reason at all. And, I send great toffee during the holidays. Never forget who got you where you are. And never, ever think you can say thank you enough to clients, customers, colleagues and even vendors too."

Dig Deeper: How to Build Personal Relationships With Customers


11. Meet Face-to-Face:Invite your contacts to an event

(sporting, music, etc.) that you would both enjoy. You will naturally deepen the relationship and get to know each other better. You could also make plans to catch up at or join someone at a networking event. For some people, networking events are challenges and having at least one friendly face there can give them the confidence to network better. Plus, you will strengthen the relationship.

sales & marketing program marihot sibarani

Documents

sales services

sales personal

sales marketing

sales guideline

sales action

sales of products

sales tools appointment

sales engineer dailys