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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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 The information in internet marketing quickly gets outdated; as a result, regular updates are essential.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
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“Sales Management Essay Example | Topics and Well Written Essays - 1500 Words - 1”, n.d. https://studentshare.org/macro-microeconomics/1422800-sales-management.
Various factors make the sales representative of the Electronic Goods Distributer uncooperative, rude and miss appointments. These factors entail lack of motivation, lack of skills for handling customers, and poor relationship between managers and the workers (Jones, James, & Chonko 2000).
Sales Management Essay Introduction It is a fact that sales ethics is defined by the ethical standards which are adopted in the wake of carrying out sales deeds, activities and tasks. Sales ethics deals with the aspects of selling which are morally governed and which have a number of underlying issues to consider.
The meaning of the word oxymoron is derived from the Greek language meaning ‘sharp dull’. It is the combination of contradictory words and is used in different ways for e.g. adjective-noun, noun verb combinations etc. Bringing two words, different in meaning together to form a figure of speech is known as an oxymoron.
This is because from the employer`s point of understanding, has a perfect depiction of the particular sort of an individual he is pursuing for his organization. For instance, the manager is the position to know the skills required from the sales person, the targets they are seeking to accomplish, where they desire the organization to be in the future with the person to be recruited among other issues.
Once such an inbound telemarketing operation is successfully established, the firm might wish to experiment with an outbound effort to initiate calls and learn if those called have any interest in receiving literature or even attending a party. Such interest can be
eting have the tendency to act as the powerhouse for the entire economy due to which these business activities are generally more inspected from the standpoint of ethical issues2. The ethical concerns surrounding the field of sales have also evolved a debate around the topic
What would you do in such a situation?
If a sales representative is rude to the customers and lacks other major skills like good time management, anger management and other skills necessary to make a good
Training provides the necessary skill and confidence to deal with prospects/customers efficiently.
To induct the new hires with the sales process: Sales process in each organisation differs. As per Churchill et al, many people (including sales people) have