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Sales Management Key Ideas

Guest post by: Devang Jhaveri

Article Overview: Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. Revenue, sales, and sources of funds fuel organizations and the management of that process is the most important function. An essential sales leadership role is to establish a sense of purpose or vision and clear direction to get there. A key element of a business’ strategic 12-month plan is to answer the question: "Where will all the sales come from?" Here are some key ideas about how sell your products effectively, outsell your competitors and how to manage with the customers objections.

Sales Management Key Ideas

Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. Revenue, sales, and sources of funds fuel organizations and the management of that process is the most important function.

Six better ways to "sell-well" your products...

1. Remember, selling is a noble profession
2. Showroom selling
3. Two ways communication in selling
4. Sales prospecting through mail shots and letters
5. Selling well is easy only when you know your job.
6. Selling well is doing certain things. A certain way...every day.

Guidelines

• Remember ! Selling is a noble profession.
• Have a first hand feel of "your" tractor.
• Listen, listen, listen - with your eyes and ears.
• Mail shot - your most effective sales men.
• Six steps to be taken in selling such as attention, interest, conviction, desire, close, congratulate and think.
• As with shaving, so with selling-do it every day makes you perfect at it.

Six better ways to outsell your competitors

1. Never speak ill of your competitors
2. Know your competitors
3. Know your competitor's products and activities
4. Lose one, gain two-the Robert Bruce approach
5. Call upon your competitor's customers regularly
6. Shadow the salesmen of your competitors.

Three better concepts to sell forever

1. Mind your language
2. Use intelligence when selling to customers
3. Sell your product at the right time

Guidelines

• Never talk ill of your friends.
• Visit your counterparts regularly.
• Do a SWOT analysis of your and their brands.
• I will sell many more in future.
• Calling up on your competitors customers will reveal why they didn't buy from you.
• Keep a track of your competitors salesmen.

How to sell to the customer who says...

(Ideas for overcoming sales objections).

Twelve sales objections and ways of handling them..

1. "No"
2. "Your price is too high"
3. "I can't afford it"
4. 'I am not interested"
5. "I will think it over"
6. "Come back in thirty days"
7. "Just leave your literature"
8. "I am happy with my present dealer"
9. "My job is different"
10. "I have friend in my business"
11. "I will have to talk it over with my father"
12. "I will wait until business is better"

Guidelines

• Knowledge of your product, prospect's business, competitor's product, it gives an opportunity to sell creatively.
• The lack of money or that of confidence?
• May be a good salesman can help to take decision.
• Good salesman must return to close the deal.
• Every job is different because it has a different person behind it.

An essential sales leadership role is to establish a sense of purpose or vision and clear direction to get there. A key element of a business' strategic 12-month plan is to answer the question: "Where will all the sales come from?" The sales plan is not a guesstimate. It takes its direction from the marketing strategy and is based on thorough research and a considered positioning of the company within the market place.

Sales planning involves predicting demand for the product and demand on the sales assets (machines, people, or a combination of both). Failure to plan always means lost sales. Planning insures that when a consumer wishes to purchase the product, the product is available, but it also means opportunities for additional sales are presented and the sales assets are available to exploit these opportunities. Planning should allow for meeting increasing customer demand for more products, services and/or customization as the business is growing, but also react quickly when demand decreases. Sales planning improves efficiency and decreases unfocused and uncoordinated activity within the sales process.

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Article Tags: customer objections, management funda, sale productsleadership role, sales goals, sales ideas, sales management



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