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Sales management - Essay Example

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Sales Management Table of Contents Table of Contents 2 1.0 Advantages and Disadvantages of Building Customer Relationships via the Internet  3 2.0 Transaction Focused Traditional Selling and Trust Based Relationship Selling 5 3.0 Analysis of the Statement and Reasons for Support 7 4.0 References 9 5.0 Bibliography 11 1.0 Advantages and Disadvantages of Building Customer Relationships via the Internet  The growth of present business scenario is based on the capability of businessmen to maintain close Customer Relationship Management (CRM)…
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Sales management

Download file to see previous pages... The other facilities that can be developed through internet are maintenance of absolute customer contact profiles, examination of sales prospects and processes that are required for fulfilling the entire orders (SAP 2007). The internet has drastically altered the traditional supply chain that allows an organisation to connect with the employees, suppliers as well as customers within a communication network. CRM is assisted by the internet application as it helps to gather as well as store and access data in addition to share the information and feedback from customers to companies (Instructor Manual 2011). However, as the entire information of customer is stored via web, therefore it becomes easy to contact with the people locating in remote areas for sales activities, contacts and orders. The functionality of CRM related to web-based technology assists the customers and the business partners to be updated with vital information of business. The marketer by means of regular mail may advertise special promotions such as discount offer codes and coupons. The mail of the customers also remains updated with new products and/or services. The entire purposes of marketing through the information technology system are a great advantage for marketer to manage liaison with customers (SAP 2007). On the other side, also there are a few disadvantages in generating customer relationship management through internet. Small business in order to maintain their online promotional security and to reduce the vulnerability utilises huge finance. The other challenge that is faced by the business personnel for the internet based marketing is that there is less personal contact with the customers. The contact may occur when there is chance of sales but after this period the whole contact gets stopped (Lendor 2011). The information in internet marketing quickly gets outdated; as a result, regular updates are essential. The end-customers might not easily access the customers’ service and fail to receive immediate responses. As a result customers consider such types of marketing technique as a poor one. Due to poor navigation in several websites customers fail to receive the appropriate information they need. The inaccurate stereotypes in internet marketing may act as barrier for online purchase by customers because they are fearful of using credit cards. Moreover, there are ample of links where the need products of customers are available. The competitors may search and find the products in the competitors’ sites and as a result the advertisement remains unused. These are the factors which may develop negative impression in the mind of customers regarding the internet marketing, which ultimately points to development of poor customer relationship management. Thus, marketers require being much careful about the online advertising of the products (Vi Advocacy 2011). 2.0 Transaction Focused Traditional Selling and Trust Based Relationship Selling The traditional way of selling has become outdated as it fails to maintain its competitiveness in the market. The traditional methods are not focused towards satisfaction of buyers ...Download file to see next pagesRead More
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