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Sales Management - Research Paper Example

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Running head: Sales Management 3rd May 2012 Introduction For the past fourteen year I have been a real estate as well sears maintenance agreements sales person. I have realized that sales management is essential not only in creating strong connection with my clients but also as a way of adopting effective sales techniques to increase my sales…
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Download file to see previous pages For the past fourteen year I have been a real estate and sears maintenance agreements sales person. I understand the needs of my consumers, thus providing appropriate products that match their desires. Due to the diversified behaviors of my consumers, I have initiated effective marketing strategies that take into account the language and culture of my clients. During my experience as a sales person, I learned that social, cultural as well as emotional forces are vital especially when consumers are buying a particular product. During my working experience in Memphis, I have realized that consumers are not only influenced by their culture and learning but also their perception and attitude. For example, the real estate that depicts modern designs is highly demanded by younger consumers while old clients are indifferent to the design of the property. In this regard, I take into account the implication of the consumer’s perception on their buying patterns. Additionally, the belief possessed by consumers has an effect on the sales of a particular product. For example, there is a strong belief that Memphis real estate is of good quality. In this way, I am focused on expanding my operations to cover a huge area of Memphis. As a real estate as well as sears maintenance agreements sales person for 14 years, I have a vital responsibility of setting up the marketing goals that include determination of the appropriate marketing mix. For instance, during establishment of operations in new markets, I put in place effective promotional strategies to ensure adequate measures to face off my competitors in the real estate industry. In the same way, as a real estate sales person, I have made myself responsible for estimating the sales and marketing potential of my organization. To comply with this principle and succeed in the Memphis real estate market, my marketing strategies involved setting up monthly and annual goals. In this way, I use all the necessary measures to meet my targets. In addition, I make sales forecast that encompasses estimating the products units that I sell on a monthly basis. In my efforts to set organizational goals that are related to distribution, as a marketer, I emulate market potential and estimation of sales. Major factors that I consider during the making of sales estimation and forecasting include economic conditions, stages of business maturity, regulatory environment and market expectations. In order to be successful in the real estate industry as well as in selling of sears maintenance agreements, I have been very keen in undertaking sales planning. This entails making weekly and monthly goals that guide me in my marketing strategies. One of my strategies that I emulate to match with the principle of sales planning includes leading my sales teams in a way that they met the objectives outlined by a sales plan. Some of the major aspects that I consider during the formulation of a sales plan include product types, sales quotas and customer requirements (Spiro et al., 2008). Even though I am responsible for making the entire sales plan, I encourage other sales people to make their own plans based on my sales plan. In this way, it is possible for individuals to make their own plans that are compatible with my plans and that are not necessarily followed by other team mates. In my ...Download file to see next pagesRead More
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