Selling and sales management

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SELLING AND SALES MANAGEMENT

EXECUTIVE SUMMARY

Thanks to this report, you should understand the key issues of a good sales and selling management. You will know the theory and the application for the optimal management of salespeople for a start-up company in a new market.

We must consider that yesterday’s salesperson and today’s professional salesperson differ.
Indeed the aim of thesalesperson is to find the good product or service to answer to customer’s needs or wants. But customers are more difficult to satisfy and ask for a greater value than before. So a new professionalism and sensitivity are required for salespeople.

Then three main effective salesperson’s characteristics are distinguished: attributes, skills and knowledge. The mix of these characteristics isnecessary for salespeople to perform.

Territory is the key to be cost efficient and to reach major part of the market segment in assigning each salesperson on one strategic territory. And matched with key account management it allows to well target your customers.

Finally, the best way to make salesforce be effective is motivation. But remuneration is not always the best solution to lead tomotivation.

TABLE OF CONTENTS

INTRODUCTION p 4

I- TRENDS IN PERSONAL SELLING TODAY p 5

II- CHARACTERISTICS OF THE EFFECTIVE SALESPERSON p 7

A- Attributes p 7
B- Skills p 8
C- Knowledge p 9

III- TERRITORY AND KEY ACCOUNT MANAGEMENT p 10

A- Territory p 10
1- Advantages and Disadvantages
2- Stages in Territories Design

B- Key Account Management p 11
1- Definition
2-Advantages and Disadvantages

IV- MOTIVATION AND REMUNERATION p 13

A- Motivation p 13

B- Remuneration p 15
1- Type of Incentives
2- Levels of Pay
3- Methods of Payment

RECOMMANDATION p 17

BIBLIOGRAPHY p18

 2183 Words

INTRODUCTION

Launching some products into a new market for a new start-up company involves chosen and managing salespersons in a good way.

In our case, ourcompany would like to sell Mexican wines new onto the Irish market. It seems to be judicious to understand sales management in order to adopt an effective selling strategy.

After reading this report you should learn information about Trends in Personal Selling today, know the Characteristics of an Effective Salesperson, understand how dealing with Sales Territories and Key Account Management andfinally find some solutions to Motivate and Remunerate your sales force.


I- TRENDS IN PERSONAL SELLING TODAY

We must consider that yesterday’s salesperson and today’s professional salesperson differ. Indeed methods and objectives have been developed in time so nowadays salesperson requires precise skills and behaviour.
First today’s sales are focused on customer’s satisfaction. Indeedthe aim of the salesperson is to find the good product or service to answer to customer’s needs and wants. To do it better he must develop long-term relationships, partnerships with his customers and select the right products and services for his customer’s requirements. This way of selling differs from yesterday’s sales which were short-run sales. These types of sales didn’t take customer’s needsinto account. Whereas, nowadays it’s a central part of each sale negotiation.
Moreover personal selling is changing because of developments in telecommunication. In fact, the door-to-door method has disappeared thanks to different forms of direct marketing. This new technology permits to interact with more and more diverse, multicultural and sophisticated customers. So a new professionalism andsensitivity are required for salespeople. Indeed these customers are more difficult to satisfy and ask greater value than before. They ask accurate information, better services and they often change of needs and especially of wants. So the “new” customer needs a good trained salesperson to be satisfied i.e with real skills. They must update their skills and show that they are well educated in...
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