The Selling Process and Selling Tools - Essay Example

 The Selling Process and Selling Tools Sells presentation is an important aspect in sales, which includes getting attention from the buyers for ones goods or services. After they have the attention, it is very important to make them have an interest in ones good by explaining why their good is better than the competition. Desire to purchase the good will depend on the marketers ability to convince the buyer to get the item at an agreed price. Taking action is the final part of presentation where the marketer ensures that the buyer is satisfied with the product or services. Selling tools includes a clear description of the product or services that a company is providing. The benefits of service and the product in the future are another tool of selling and to whom it will be more important and why. A good sales portfolio should have various things including a clear description of the product being sold. Business cards and brochures will be needed to make the portfolio more appealing to the customers by using MS Publisher and MS word. The portfolio should be in a single file with all the specials tools to explain the serve or product and its benefits. The Product and the Market Target market should have qualifying and determining dimensions that match the needs of customers by providing good services and products. Determining and estimating the competition strength is also important in sales and marketing. What qualifies a service or a product to particular market segmentation and what hinders maximum profits should be determined. Knowledge of the segment that will need a company’s product or services will save time and resources, and this can be done by determining dimensions of sales. Demand of a product should be well estimated for accurate production. Demand estimation will reduce wastages of resources or losing of customers because the products were not enough. Trade area analysis is very important in sales, as a company will know which part of the country needs their goods or services. Trade areas differ with geography, political stability, and economical advantage and a company that have all this details will have a competitive advantage. Market potential and sales forecast should also be checked before a company engages is sales in an area. The product that a company is selling is the most important aspect is sales and marketing. What the product entails is something that matters to the customers and should be what a company takes in into account before manufacturing it. Why the product, who will it benefit more, where will it be sold, how much will it go for, and what profits margin is expected to bring. A good product should not stay on the shelf for long instead every production should be increased because demand has also increased. Pricing for personal selling has been considered the strongest promotion tool as it personalizes the message to the customer. The sales tend to be higher when personal selling is conducted, ensuring that all the profits go to the company instead of having to divide them among the sales agents. Personal selling also uses various technologies and helps overcome geographic limitations because the companies are able to draw budgets for the sales. This kind of selling also promotes good relationships between the customers, management, and employees. This creates loyalty in the company a very important aspect in a business. Promotion strategy is an element very important in the marketing mix that involves advertising of a product for customers to be familiar with it before purchasing. Advertising to be done before the product is in the market to get people responses, and ensure that the customers do not forget its value. Personal selling is the other component of promotion strategy where the producer promotes their product personally. This creates brand loyalty from the customers ensuring that they do not stop using the product. Public relation is the last promotion strategy that should be considered. This is how a company relates to the public regarding their product and how they deal with complains and complements they receive. Promotional support for the selling process has been used to ensure that the product is sold on time and to the right target. Promotional support includes the media who ensure that a product is well advertised and that the message reaches the right people at the appropriate time. The selling process should be easy if the prices of the product are standard. Services of a company should be easy to offer and be available on a 24-hour basis. Promotional support ensures that a product will generate maximum profits and the selling process will be effective in all markets. The Sales Force Organization The type of structure in sales force organization should be determined by the product sales and the services provided. The sales can be done through personal selling where the company sends the managers and other higher-ranking employees to promote their product. There is also the factor of who gets to sell the product and the advertisement strategies used. Personal selling always works best because the company keeps track of their activity throughout the selling period. Span of control is the time when the product demand equals that of supply that every customer is getting enough products, and the company has no surplus. The line of staff is when they include internal employees in the sales instead of having new members do the marketing. Line of staff being involved is cheaper and more effective as they have a better knowledge on the product and can be able to communicate to customers better than anyone else can. Sales territories are the places where sales person can reach sale products. Such territories include equality of sales potential, equality of workload, geographic boundaries, and equality of service requirements. The size of the market will vary from the kind of product sold and which part of the world is more required. The Sales Representative Job Job description should entail the training experience of the sales person and their qualification to the job title. The nature of the good or service the company provides and whom it will best fit in the long and short run. The nature of the task that the sales people will undertake and how long the process it set to take. How the market and the customers react to the services and the product provided and how to respond to such things. Other additional responsibilities may develop during the sales so; there should be the person responsible for such unplanned situations. There should be a superior person who ensures that the subordinates do their work well and on time. Education and experience of sales person is very important because it will determine the future of a product. If a person has been in sales and marketing for long, then they should be the right person to employ especially for new product in a new market. Education means that a person is acquainted with various fields making them more flexible to change in a company, which is a good aspect in marketing. Recruiting criteria should include the education background of the applicants and their experiences. Aptitude tests to be done for the applicants to ensure that they qualify for sales’ jobs before being employed in a company. The recruiting process includes interviews of people who qualified after applying for the job. This is a face-to-face interview where the interviewee asks interviewer questions. It can also be over the telephone. The overall suitability is determined after all the applicants have been interviewed and the best candidates are picked. Sales Force Training After having been selected as the best candidates for the sales job, they go through training to be familiar with what they are supposed to do. Training needs concentration, patience, and dedication where each candidate should be ready to know every detail of the company they are working in. Training methods include taking the candidates along with other experienced sales person to markets and demonstrating to them how they carry out the work. They can also be trained in a boardroom by taking notes of the relevant information that will be helpful to them when in the field. The training evaluation is done by the board of directors of a company where they determine who gets to keep their jobs and who could not make it. In sales business, they look for people who have good public relations, well out spoken, fluent, composed, and can easily adapt to change. If the candidates do not have, such qualities they are not employed and the remaining start the sale jobs immediately. Motivation and Compensation The motivation model includes the personal, environmental, and organizational variables at the top. Motivation, skills, role perception, performance, rewards and satisfaction constitute the model. Job elements that are supposed to be rewarded include hard work, good sales, public relations, and productivity input. Measuring the performance to determine reward should be through rating forms and scale sand 360-degree feedback. Compensation system provides security, leaving room for incentives, which ensures that there is room to grow for the sale persons. Salary compression should be consistent with the growing rate of inflation. Sales quotas should be used because they provide motivation and can be easily being linked to motivation. They also provide a sense of direction ensuring that the sales persons are never stressed. In management, it provides quantitative means of measuring performance and allows more control by monitoring sales agents’ activities. Sales quotas include sales volume quotas, activity quotas, and financial quotas. The benefit of compensation is that it motivates people to work harder and more effectively. There is also the efficiency in the sale and increased productivity when workers are motivated and compensated Performance Evaluation Every company has an annual evaluation for all their employees to ensure that they work on their responsibilities as agreed in their contract. Evaluation can be done internally or by an outside evaluator. During evaluation, there is a schedule that is supposed to be followed by the workers and the evaluator to make the process efficient. Evaluation methods include: self-ranking, job knowledge, attitudes, skills, accomplishment, and planning. There is also the representative ranking by supervisors and interviews. Follow up to evaluation is done by objective method where the focus is mostly on the input of personnel to the company. Such inputs include serving, time management, calls and record keeping. There is also focusing on the output, which includes the awards of the company, accounts, orders, and performances matrices. Evaluation is conducted using various functions approved worldwide. This is by using all the method of evaluation and trying to make them standard. Reference Microsoft PowerPoint Read More