Building Sales Account Relationships Amid Clients - Article Example

Building Sales Account Relationships Amid Clients Introduction As a sales accountant, it is obvious that knowledge on client relationship is the basis of operation of these persons. Focus on client or consumer relationship is for the reason that loyalty is of great importance to any business operation. On a layman point of view, it is apparent that loyal clients are far much better in relation to business and profits as opposed to unreliable clients. Analysts and researchers in business related studies indicate that, improved customer relations have indicated augmented profits for the business, no matter how little the profits may seem. In line to this argument, the sales accountants must always endeavor to devise measures of coming up with client retention mechanisms if the clientele base has to be maintained in the business. Research also indicates that client retention has by great extent been of benefit to the business since clients feel involved and considered by sales accountants and the business executive committee in general. In the contemporary business world, building sales account relationships amid clients has been a debatable issue. Customer loyalty specifically has been termed as an important aspect in building lasting businesses. Though some analysts argue that purchasing may not solely be based on customer loyalty, this study shall embark on a study to prove that customer loyalty and relationships have led to effectiveness in the business world. The study shall also argue out on the methodologies sales accounts would use to build relationships amid clients. Building Relationships via communication In the research conducted by Schultz, et al., so as to have successful business operations, communication on the sales made by clients is not enough (9). Frequent communication even after sales has been regarded of great benefit. In this case, the sales accountant must always be geared towards embarking on a move towards successful business operations. Schultz, et al., continue to argue that it is only through this means that the business will become terrific and be better of as compared to other businesses offering the same services (16). The constancy of communication with the clients determines the success of the business and the survival of the brand offered against competition. Relationship-building in the business is therefore highly correlated to communication. The frequency of communication by the sales accountants to the clients has been rated as one of the most successful strategies in ensuring business survives the market fluctuations. However, communication with the clients must not only focus on the number of sales made, but also confirm the quality of the product according to the clients. The messages sent by the sales accountant must range from sales, client satisfaction, and promotion to product availability. This will be of benefit to the business even in times when the season is not good enough for the business, as the clients are kept aware of the existing products and the prices of the products in the market. The communication channels must be inclusive of face to face communiqué where possible e-mails, especially to big organizations, phone calls amongst others. This keeps the sales cycle running, whilst the clients are constantly involved in the business deals. In this case, it is warranted to argue that communication is the key towards relationship building amid clients. Of essence, communication renews the client’s interest in the business and the products offered, and an opportunity for consultation is also provided to them (Schultz, et al., 16). Clients will in this case, be return clients, for the reason that they have earned confidence in the business, with the help of the frequent communication with the sales accountants. In the business world, a huge percentage of the sales persons have been assumed to have one common goal and that it is of making more money each day no matter how minute the business transaction. Schultz, et al., indicate that this is not enough as not at all times profit from the business must be accrued (22). Sales accountants must develop confidence in their endeavors especially regarding the employees. For the sales persons to gain respect, they must devise means of involving the clients in the business. This can be boosted through boosting a two way channel of communication with the clients. These channels involve listening to the clients and devise as many channels as possible to initiate discussion. The sales persons must always follow up to access and analyse the client’s feedback. If the clients feel involved and listened to, chances are that a lasting rapport is cultivated in the workplace. This interprets that the sales accountants will recorded an augmented interest of the clients in the success of the business. This is to indicate that communication should not be general and one sided; but the sales accountants must ensure that the clients are allowed to get involved in crucial decision making in the business. This will ultimately lead to a lasting relation between the clients and the sales persons. In this case, therefore, the business is also expected to record high profit rates in the course of implementing its policies. Client rewards The clients carrying out any business deals are optimistic of stupendous rewards and services. Nevertheless, clients do not at all times get what they ought to have. This means that sales accounts must make an effort to come up with strategies that build strategies that perk up effectiveness regarding to proviso of services to the customers. These approaches help in coming up with receptiveness mechanisms to the clients’ needs from the dealing. Moreover, maintaining the clients by the sales accountants can be custom-made to create active client loyalties in the business. Even with the bulk of transactions in the business, the sales accountants must constantly be on the move to come up with strategies that would see the business be unbeaten. All the above can be attained with the appliance and realization of the customer rewards approach. According to the research by Schultz, et al., the reward plan s to the clients have created terrific performance to the business (317). According to many customers, they hold the perception that as much as they spend; the management of the business also spends to earn their loyalty and commitment. The most frequent clients are rewarded; thus, cut down the chances the business may incur losses. This is because the business has fewer chances of losing its clients. Clients who may want to switch to other businesses are bound by the ‘favors’ given by the sales accountants in terms of rewards. On the other hand, offering rewards to the clients reminds the clients of the products and services offered by the company/business (Schultz, et al., 61). At times when the company requires to enhance productivity, offering rewards is also a solution. From the above argument, it is valid to argue that rewards have been useful in fostering loyalty among the clients. The competitors on the other hand, cannot cope with the improvements a client reward- oriented business may offer. Developing client service With the hope of building lasting relationships amid the clients, improving client service allows the client’s interest in the business grow and deepen. With the involvement of the clients in the business has a positive impact on the business’ reputation. Developing this client service and relation, according to Sobel & Sheth involves meeting the clients and meeting their expectations (54). Evading behaviors that clients will term as unreasonable and unfair, it is possible to link the clients to the achievements in the business. Loyalty of the clients to the business is also achieved through developing clientele service. For instance the business might result into wishing its clients luck in their endeavors especially in special days such as their birthdays. The clients will in this case have a personal touch with the business. The staff accountant should also have the staff of the business be dedicated towards solving the issues related to the clients in a fast and effective manner. It would be profitable to have a client assistance program that adds value to the business. Sobel & Sheth indicate that having an efficient customer service would boost the relations between clients as well as allow the company stands a better chance among its competitors (19). In the business world, a lot of clients have been indicated to make purchases based on the experiences that they have been through in the past. First rate client service allows the business receive support form its own clients. Positive communication between the clients and the business management especially the sales accountants increases the sales both from the existing clients and new ones in the business. Of essence, clientele service is one major strategy that allows for building clientele relationship in any form of business. Informing clients In the work compiled by Barnes building lasting clientele relations can be done through keeping the clients informed on the progress of the business (28). Many business persons will wary making the clients aware of the progress of the business especially if things go off beam. However, analysts argue that it is indeed a good idea to inform the clients both in good and bad times. On a critical point of view, this allows the sales accountants solve a potential problem in the business. Additionally this can be described as a sign of integrity, which attracts the clients to the business. Prior to contacting the clients the sales accountants must always have a solution to the current situation so as to assure the clients of their confidence in the business. It is also obvious that clients will always have a way of uncovering the scandals or problems facing the business, thus, it is only courteous that the sales accountants inform the clients beforehand. This is a good sign in the business, and the clients will always have the conviction that the executive of the business is dependable and upright. Furthermore, the sales executives must be quick to ask for the clients’ opinion regarding the decisions made by the business regarding the way forward of the business. Having the solution at hand creates the notion that the existing problem is under control, and the business management is best fit for that job/ task. In this case, it is vivid that there is a working relationship between the clients and the sales accountants which automatically creates a bond between the two parties. The clients and managers work together towards a solution to alleviating the chances that the business may collapse with the existence of the clients’ ability to help in solving the case. Sales accountants must always be on the move to inform the clients on the way forward of the business. Involving the clients In an attempt to build lasting relations between the clients and the sales accountant, it is of essence that the business executives add value to the business by contacting the clients at all times. Adding value in this case refers to considering the beneficiaries of the business who are the clients. This might range from coming up with a site whereby the clients can air their views regarding the business and how to make improvements. With this in place, the business stamps a particular system that allows for improvements of the business with the help of the clients. Other clients are also attracted to the business as they are attracted by the operations of the business. Schultz, et al indicate that by all means all aspects that may add value to the business, even in the minutest way need to be incorporated in the business (297). This will leave the clients with no option but to be involved in the business, as well as come up with strategies that will involve the parts of the business that are not improving the general performance of the business. Though the business may be required to spend more so as to win the clients loyalty, a lot of ideas can be tapped from the clients ideas. This places the business in a better chance to advance as contrasted to one that does not involve the clients’ ideas in adding value to the business. the clients may at times spend too much time in sharing ideas, and it is the role of the sales accountant to ensure that both sides are balanced, in such a way the business executives have time to implement shared ideas as well as involve the employees at all times. Such relationships built in the businesses minimize the occurrence of conflicts; consequently add value to the services being offered to the clients. Client satisfaction will indeed add a returning and loyal client to the business (Schultz, et al., 108). Adhering to promises made to clients Building lasting relations in the business revolves around satisfying the varying needs of the unique clients, according to Schultz, et al. (12). It is in this context that the sales representative comes up with a strategy that is geared towards the success of the business. Clientele- sales accountants strengthening relations is one that determines the success of the business in the market both locally and globally. Among the methods of boosting this morale and clientele relations is about fulfilling the promises made to the clients. Making the promises may be easy but the main question that lingers in the clients minds is how willing the management is to adhere to the promises. So as to build lasting relations, sales accountants are advised not to make promises that they are certain they cannot accomplish (Schultz, et al., 97). At times, it is recommended to under promise the clients but deliver more than what they expected from the managers. The timelines set by the sales accountants must also be considerable. This makes the client have morale in the future of the business with the business managers and chances are that they will keep coming back in their next purchases. The overall performance of the business can be equivocated to the relationship between the sales accountants and the clients. This is based on the value the clients are ascribed to by the sales personnel. If the promises made are adhered to, then the clients feel valued. Best opportunities for the advancement of the business are devised, as well as solutions to any mishaps that may have been created by either party. It is, for that reason, the role of the sales executives to make reasonable promises to the clients, if the business’ goal of creating lasting bonds with the employees has to be attained. Holding company occasions Yet another strategy that the sales accountants can stop selling and embark on a marketing mission is the holding events of the company with the clients in attendance. The company sponsored programs have been indicated to renew the interests of the clients in the business. This is according to the research conducted by Fernando (347). Through these events, clients are given a chance to interact with the sales executives and give their views regarding the company. In this case, the sales executives must select the appropriate venue that would host a substantial amount of clients. Through these special occasions, the business also stands a better chance of selling its new policies to the clients and advertising new products that are aimed to be released in the market. It is apparent that through these occasions, the clients develop a link and attachment to the business and the services it offers. Keeping the clients informed through these meetings, makes the clients at par with the new developments in the market; thus, an easy time in the company’s making decisions on what goods or services to sell to the public. This method can be termed as a remarkable one that has recorded success in marketing. This method also adds value to the business and brands the position of the company in the market; thus, developing an easier position to tackle competition in the current market. Annual or weekly meetings by the company would actually be a valuable tool in building lasting relations between the company and its clientele base. Conclusion Building client relationships, in conclusion, is a marketing approach that cannot be weighed against to any other strategy in the market. From the above study, it is arguable that building clientele strategies has influenced the purchasing frequencies of the clients in an extraordinary manner. In line to this argument, it is in that case warranted to point out that the sales accountants have no better choice but to formulate these strategies so as to keep hold of their present clients. Long-term relations between the business and the clients have restructured the focus of marketing, which many sales accountants can not meet the expense of assuming. It is also palpable that most present-day businesses are not taking any chances, and are all joining in the race towards trade marking their companies. Despite the fact that the competitors may have also devised their client building agendas, all businesses must be at par with the existing trends in the market that can counter measure those of the competitors. If the sales accountants describe the characteristics of both the clients and their competitors, the achievement of the loyalty building strategy is possible. After this elucidation, it is feasible to have a marketing target that will facilitate fighting the price wars by the business through maintaining their clients in the business. An exploration of the costs of maintaining the relations between the business and the clients enables the sales accountants devise ways of strengthening the loyalty of their existing clients. Response to each initiative put in place must therefore be analyzed by the clients, whilst the sales accountants stand a better chance of evaluating the programs through the help of the client representatives. If the sales accountants manage to survive through these tough times, it is possible to sustain a lasting relationship with the clients. The manner in which the clients survive in the business world is greatly determined by the way they are treated by the sales accountants of a particular business. In actual fact, building lasting relations is one of the major marketing strategies in the present-day business world. Works cited Barnes, James. Build Your Customer Strategy: A Guide to Creating Profitable Customer Relationships. New York: John Wiley & Sons, 2006. Print. Fernando, A. Business Environment. India: Pearson Education India, 2011. Print. Schultz, Don, et al. Building Customer-Brand Relationships. New York: M.E. Sharpe, 2009. Print. Sobel, Andrew  & Sheth, Jagdish. Clients for Life: How Great Professionals Develop Breakthrough Relationships. New York: Simon and Schuster, 2001. Print. Read More