Sales Approach

Sales is a revenue department for the company. It is the most important department. If u become a sales manager then how you manage your team. You have your sales team screened, hired, and trained on the features and benefits of your product and now it's time to put their "feet on the street!" But what about their sales approach? Did you think through the possible sales techniques? In the movie Rocket Singh, sales pitch is very effective but side by side after sales service, customer satisfaction, and price are also most important factors. Always go for holistic approach....

Selling Process Continued

Dear Participants,

In continuation with our previous discussion on Selling Process, we have highlighted few points

1) opening up the sales and closing the sales very critical

2) Pre sales Prepration is the key for the good opening up of the sales call.

3) Funnel, Hot warm cold Classification helps sales guy to think ,analyze and work

4) sales is Glorified version of systematic planning with proper use of your reasoning

5) Sales Manager should have in and out understanding of the market ,Competititor and the customer

6) Sales also requires lot of thinking it just not" Working Without Brain" but" working with Brain"

7) One has to be passionate for sales otherwise there is no point in underutilising your time and energy...

Bye for now

Ankush

Why China Still Can't Build Global Brands!!

Hi,

There are very few or no articles on marketing, so here is first one which i was reading and what best can be than the most stressed word in marketing "The Brand".

Many economists argue that competitive nations' trade relationships foster strong global brands by exposing homegrown products to foreign markets. That would position China to become a brand powerhouse--but the fast-growing economy has no brands on Interbrand's global top-100 list. Neither do Australia, Norway, and Ireland, for example, even though IMD's World Competitiveness Center gives them high competitiveness scores.

One reason China lacks brand power is its B2B focus. Most of the 34 Chinese companies in the Fortune Global 500 sell to businesses, and building brand recognition is much harder for B2B firms than for consumer companies.

Given their current position, Chinese brands are unlikely to be dominant anytime soon--even if China's economy becomes the world's biggest.

Panel Discussion on Sales forecasting

Topic: Sales forecasting of Organized Food Retail Outlet in Navi Mumbai.

The Panel consists of Store Manager, Category Head, Marketing Head, Merchandising Manager and Moderator.

About Discussion:
Discussion comprise of Conversion factor, Seasonality Index etc. but missing out some important aspects like Historical data reference and Trend analysis. Holistic view from Marketing Manager was also missing.

You are free to add comments about the discussion.

Knol

Reliance Fresh Knol

http://knol.google.com/k/anonymous/friendly-neighborhood-store/2sv49kr2nefp8/8


Ankush

Sales Forecast

As per the lecture in the class today, the qualitative methods are the most important and frequently used tools followed in the corporates in their sales forecast. Generally they consider their last months sales as the benchmark and then try to forecast their sales for the current month. The companies give their targets on the basis of what that person or team has achieved in the last month. If u achieve the target of Rs 5 lac, u get a target of Rs 7 lac this time. The basis has not much to be discussed . The general feeling is that if the person has done this time, then he/she can do this time too.

This thing is called the sales quota that sir was discussing in the class today.

opening up the sales and closing the sales is equally important

Dear Participants,
Last session we have a discussion on selling process. we were discussing different aspects of selling process. some people believe that process is important but the important mistake which people make in their sales process is that they do not give much emphasis on pre sales prepration and opening up the sales. I have heard most of the time sales guy say they could not able to get the prospectus.i will post the further teaching note related to this after the class ... c u in the class

Listen to the customer needs

The statement made by Ankush sir in the class is very true abt the customers:"Listen to the customer needs". let me share on my experience with one of the customers when i was working with vodafone in orissa. I was working as a customer service executive when i encountered this event. A customer banged into the store shouting at the top of his voice and behaved in very eratic manner and abusing all the executives. Being the senior executive i went ahead to enquire abt the matter but the customer was very rude. I didnt loose my patience and kept on listening to his words and just kept nodding to whatever he said. After a certain time he started getting normal and finally normalised. Then i explained everything to him abt the matter and begged apology to the customer. I could now see the customer listening to me and understanding my limitations too. He came with a complain and walked out with a new handset . This sale was possible as i patientlly heard to what he said and kept the USP of vodafone "Happy to Help" high.

That same person hence became a regular visitor to the store and became a loyal customer...

so guys moral of the story is Customer is the king.