Module 3

In-class presentation
By:
Jeronimo Harmsen
Alvaro Manrique
Jomara Rosell
Eduardo Rodriguez
Jordann Gomez
Primary responsibilities of a sales professional

● Present, promote and sell products/services using solid

arguments to existing and prospective customers.
● Perform cost-benefit and needs analysis of
existing/potential customers to meet their needs
● Establish, develop and maintain positive business and
customer relationships.
● Reach out to customer leads through cold calling.
● Expedite the resolution of customer problems and
complaints to maximize satisfaction.
● Achieve agreed upon sales targets and outcomes within
schedule
● Coordinate sales effort with team members and other
departments
Primary responsibilities of marketing professional

● Creating promotional information to drive business

● Coordinating multiple channels of marketing strategies
● Managing budgets for marketing campaigns
● Testing new marketing opportunities
● Building relationships with media outlets
● Directing social media strategies
● Evaluating performances of marketing campaigns
Sales and marketing as the same function

● Interconnected functions. Both have the reasonability of retaining clients and keeping the existing
customers satisfied.
● General purpose of both is to increase revenue by catering to the clients’ needs and wants, they
both conduct research and have to be aware of the target market they work with.
● Both fulfill the goal of researching and learning about the final customer in order to not only
increase sales, but also guarantee futures sales by investigating the target market.
● The resources required for running both operations are basically the same, the research required
to learn about possible customers is the same for the sales department and for the marketing
department, then it makes sense for both teams to be under the same function of a company.
● Simpler and more efficient to have both functions under the same branch of an organization, as
both departments complement each other
● Linking market orientation and sales power will increase business performance through timely
anticipation of changes in customer preferences, behavior and value, and the responsiveness of the
entire organization to changing conditions.
Sales and marketing as separated functions

● Sales refers to all activities that lead to the selling of goods and services.
Marketing is the process of getting people interested in the goods and
services being sold.
● While sales only want to satisfy wishes of its customers and meet their
expectations. Marketing analyses large amounts of data to get results.
● Different goals, prospects, process, and strategies from each department.

● Sales primarily focuses on relationships, tactical and short-term objectives

such as revenue targets while marketing are highly analytical, data oriented,
long-term focused and believe in building competitive advantage for the
future.
Knowledge and skills needed for their positions (Sales)

● Requirements
○ Bachelor's degree in Business, Marketing, Communications, or related
field.
○ 2-4 years of sales experience.
○ Proven ability to meet and exceed sales quotas.
○ Proven track record of successfully managing customer relationships.
○ Excellent interpersonal skills.
○ Highly self-motivated.

● Knowledge
○ Time-Management Tools
○ Product Knowledge
○ SAP Business One
○ Business Excel
○ Power BI Software
○ Communication skills
Knowledge and skills needed for their positions (Marketing)

● Requirements
○ Bachelor's degree (or equivalent) in marketing, business, or related field.
○ Excellent written and verbal communication skills.
○ Proven experience developing marketing plans and campaigns.
○ Strong project management, multitasking, and decision-making skills.

● Knowledge
○ An ability to understand customer’s needs
○ Know the sales process
○ Design skills
○ PPC (Pay Per Click)
○ Social media marketing
○ Communication skills and networking
○ Good organization and planning skills
References

● Dan Casarella (2021). “What Is the Difference Between Sales and Marketing And Why You Need to
Know”. shorturl.at/LSZ15
● Pankaj M. (2015) Sales and Marketing: Integration. https://papers.ssrn.com/sol3/papers.cfm?
abstractid=2642790
● Madhani, Pankaj M., Competitiveness and Sustaining Performance: Integrating Sales and
Marketing (2016). SCMS Journal of Indian Management, Vol. 13, No. 1, pp. 19-36, January-March
2016, Available at SSRN: https://ssrn.com/abstract=2762297
● Oliver Götz, Ann Dr. Ann-Kristin Hölter, Manfred Krafft (2013). The role of Sales and Marketing in
Market-Oriented Companies Journal of Personal Selling and Sales Management 33(4):353-371. DOI:
10.2753/PSS0885-3134330401