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    Sales Management Unit 1 Intro

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    butwalservice
    Modern selling has become more competitive due to increased production. Some key characteristics of modern selling include: customer retention and deletion by identifying the most profitable regular customers; knowledge management by maintaining customer preference databases; customer relationship management through ongoing relationships rather than one-time sales; and problem solving and system selling by acting as an expert to design products according to customer feedback. Marketing involves strategies to attract customers while sales involves the interpersonal interactions to convince customers to purchase products. Both are necessary for business success, with marketing preceding sales.

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    Sales Management Unit 1 Intro

    Uploaded by

    butwalservice
    107 views14 pages
    Modern selling has become more competitive due to increased production. Some key characteristics of modern selling include: customer retention and deletion by identifying the most profitable regular customers; knowledge management by maintaining customer preference databases; customer relationship management through ongoing relationships rather than one-time sales; and problem solving and system selling by acting as an expert to design products according to customer feedback. Marketing involves strategies to attract customers while sales involves the interpersonal interactions to convince customers to purchase products. Both are necessary for business success, with marketing preceding sales.

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    Modern selling has become more competitive due to increased production. Some key characteristics of modern selling include: customer retention and deletion by identifying the most profitable regular customers; knowledge management by maintaining customer preference databases; customer relationship management through ongoing relationships rather than one-time sales; and problem solving and system selling by acting as an expert to design products according to customer feedback. Marketing involves strategies to attract customers while sales involves the interpersonal interactions to convince customers to purchase products. Both are necessary for business success, with marketing preceding sales.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    107 views14 pages

    Sales Management Unit 1 Intro

    Uploaded by

    butwalservice
    Modern selling has become more competitive due to increased production. Some key characteristics of modern selling include: customer retention and deletion by identifying the most profitable regular customers; knowledge management by maintaining customer preference databases; customer relationship management through ongoing relationships rather than one-time sales; and problem solving and system selling by acting as an expert to design products according to customer feedback. Marketing involves strategies to attract customers while sales involves the interpersonal interactions to convince customers to purchase products. Both are necessary for business success, with marketing preceding sales.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 14

    CHARACTERISTICS OF MODERN SELLING

    Selling has become more competitive in


    the current era. The massive production of
    good and services has generated a
    competitive challenge for business houses.
    Some of the character of modern selling
    are listed below :

    Customer retention and Deletion : Business finds


    80 % of their business comes from 20% of their
    regular customer .Identify potential customer to
    retain and deletion of high cost generating small
    customer

    Knowledge management : Sales manager should


    identify the database of customers preferences so
    that modern tools like internet ,video confrencing
    can be done with customers for better result.

    Customer Relationship management: Setting


    relation with customer for next sales not for only
    one time sales. Eg mechanics meet done by
    automobile companies

    Marketing the product : using the modern


    technique and tools the sales expert markets
    the product and services to segmented
    customer.

    Problem solving and system selling : In the


    sales person act as an expert to the customer
    by taking the feed back of product and services
    so that they design the product and services as
    prescribed by the customer.

    Satisfying needs and adding value : Identifying


    the unmeet need and adding value to the
    product by introducing offer and schemes. *

    Relationship between sales and


    Marketing

    So close relation that it has been


    confusing people to percept as same thing
    but..

    Marketing is the way that you convince


    the customer to walk to your business to
    make them buy service or product that
    you have offered .
    Sales is selling the product that you offer
    from different marketing strategies.
    Like audio marketing ,audio visual
    ,newspapers, hoarding,Banners etc.

    Both are necessities of a success of


    business . You cannot do without either
    process.
    The marketing process consist of strategies
    and sales process consist of interpersonal
    interaction
    Without marketing sales does not get
    effective

    Difference between sales and


    Marketing

    Marketing is bending
    product and services
    supply towards the
    mind of customers.

    Selling

    is bending the
    mind of the customer
    towards product and
    services supply.

    Marketing starts with


    Marketing research
    Product design
    Manufacturing
    Packaging
    Advertising
    Promotion
    Location and etc.

    Selling in the other hand only convincing or


    persuading people to buy after you are
    done with the marketing process.

    Selling is a small part of marketing .selling


    is generally a single activities.

    Marketing covers a wide scope of different


    activities.

    Marketing is making things that people have


    already demonstrated a need for at a
    certain price before the product or services
    is launched into the market place.

    Selling has an emphasis on PRODUCT

    Marketing has an emphasis on CUSTOMER


    WANTS.

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