Marketing Analysis : Sales Management

Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.

Firstly when being sales staff there is a lot of responsibility that you have to take in account. For example sales staff should have some understanding about the product. This includes features, benefits, and the cost of the specific product that the customer wants to purchase. For example if a sales staff were to sell a computer his/her knowledge should be:

An organization’s management roles can be quite different and diverse, depending on the industry, its culture and the ultimate goals of the organization. Managers on different levels of an organization play several roles and exercise multiple skills as they effectively and efficiently, integrate the work of people through planning, organizing, leading and controlling. Historically, there are three key management viewpoints: classical, behavioral and quantitative. To be an exceptional manager, it is essential to embrace a viewpoint

As I reflect back over these last five weeks I now have a clearer view of marketing and how it affects not just the consumers of the world and the companies with their marketing managers, but how it affects me. Yes, I am a consumer who clips coupons, budgets my finances, and looks for sale items and this marketing class has taught me that marketing is more than selling or advertising. Marketing managers have a difficult job, as marketing involves identifying, meeting and satisfying the needs of customers or clients with goods and or services. Coming up with different strategies and marketing mixes is challenging because we live in a changing world with people who needs and financial situations are different. Yet still marketing engulfs every part of our daily lives. From what type of breakfast we eat, to where we shop, and even in our work environment. As I examine marketing, I will blend aspect to my career path as I make myself marketable for the future and aid my employer in the growth and survival in the economy.

Honestly, I really did not think I would learn much from this class. I have been in different sales ventures many times in my life. In my life I have taken different sales jobs to supplement my husband’s income. Most of these jobs were doing home parties. I sold Mary Kay cosmetics, Aloette cosmetics, and House of Lloyd collectibles just to name a few. I thought I knew a lot about sales, I was wrong. During this class I learned why many of those sales ventures did not work out for me. First, I did not even have a goal except to sell. I basically thought the products would sell themselves. I can’t help but think to myself if I would have taken a class in sales twenty years ago; I could have achieved so much more. Many of the sales techniques in this class would have helped me be a better sales person. I could have used: Planning a sales call as chapter 7 teaches us to pre-approach plan. I would have had my own sales presentation, instead of just the company plans. I would have known about trial closing a prospective customer. With the information in this class I think I could have closed many more of my sales. I also would have followed up with my customers and built relationships.

Improve Sales Management: Maintain and improve the company’s strong reputation and market position, and seek to improve management of the sales function, in the following ways:

This paper describes the fundamental principles needed to acquire to be successful in sales. For example, "The Best Damn Sales Book Ever", by Warren Greshes, contains fifteen chapters and sixteen fundamental rules that craftily frames, "success". Success is told through Mr. Greshes personal stories and experiences, while providing concrete guidelines on becoming a salesperson. First and foremost, the book aims to motivate and inspire, and give the reader essential ideas on what goes into a successful career and a balanced life. Furthermore, the book offers effective techniques because Mr. Warren's stories have a universal charm that hilariously emphasizes the lessons and issues sales people have to face every day. Lastly, his bluntness and

Last Tuesday in class, Tom James came in to provide insight on Sales Management in their industry. The presentation was unique, because they brought in a Sales Manager and a Sales Professional in Paul and Manny. Their perspectives on how to manage a sales team as well as preform as a sales professional was a perfect balance of knowledge, because it gave a real world example on our sales studies.

Page lists the seven types of sellers as the teller, seller, hunter, farmer, business developer, partner and industry-networked consultant. Team selling of this sort is designed to create total sales force effectiveness with a combination of technique, talent, teamwork and technology. These elements along with understanding the strengths of your team and constant communication are critical in having effective team selling to aid in simplifying a complex selling environment.

It is critical to think through every aspect of a company’s sales plan. If success is your end goal, the best strategy lies in being fully prepared for the all important sales calls. With careful and thoughtful planning, companies have a much clearer vision of what they need to accomplish goals and a clear roadmap of how the company can get there. In assessing your companies sales plan there are seven guidelines to follow: (1) define objective, (2) evaluate current situation, (3) list barriers, (4) assess strengths and assets, (5) create sales calls strategy, (6) identify needs and (7) outline an action plan (Guestauthor2, n.d.).

In my father’s view, the foundation of good selling consisted of three building blocks: knowing that you are the product your customers really need to buy, creating relationships with your customers and letting the sales process flow from that bond, and finding the unique qualities within yourself that you can offer to help your customers. So far, his assignments had effectively opened my eyes to the first two building blocks; now it was time for me to learn about the third.

In chapter eight, Miller discusses the sales manager’s responsibilities of assigning salespeople territories, designing effective “compensation” packages, and establishing incentivized reward systems (Miller 2001, 189-212). Miller explains how the firm’s sales force can be deployed using the following three pathways: 1) “Geographic,” 2) “Account,” and 3) “Product assignments” (Miller 2001, 189-212). Miller advises that a hybrid combination of all three is the most effective for enhancing market share and sales acquisition. Miller further elaborates on the importance of using “The ProActive Sales Matrix” for maximizing salespeople’s schedule and opportunity for selling (Miller 2001, 189-212). Miller suggests

of the key issues result from John’s inability to comprehend the difference between sales representative and a sales manager. He was overly enthusiastic about his position and disregarded Phil Jackson’s tips on how to be successful as a sales manager. Sales managers must be multi-taskers who plan, organize and lead the functions of all customer contact and ensures that these methods of contact maximize the profit and sales goals of the company which hires them. A salesperson is responsible only for his/her own territory – a sales manager is responsible for the entire sales force and their productivity and revenue that

This term paper exercise is designed to have you study the specific sales practices of a company

Marketing is selling the product goods and service by knowing the needs and wants of the customer and consumer (Kotler P, 2009). Marketing Management expertise has capable of knowing the change of an organisation to manage both the internal and external challenges of environment (Cant M C, et al, 2009). A company needs to classify the customer needs and identifies the demand of the supplying