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UNIVERSIDAD TECNOLGICA DE SANTIAGO

REA DE CIENCIAS ECONMICAS Y SOCIALES

ADM. Y TCNICAS DE VENTA

DESARROLLO Y ROL DE LAS VENTAS EN MARKETING

SANTIAGO DE LOS CABALLEROS


REPUBLICA DOMINICA

UNIVERSIDAD TECNOLGICA DE SANTIAGO


REA DE CIENCIAS DE ECONMICAS Y SOCIALES

ADM. Y TCNICAS DE VENTA

DESARROLLO Y ROL DE LAS VENTAS EN MARKETING

SANTIAGO DE LOS CABALLEROS


REPUBLICA DOMINICA

DEVELOPMENT AND ROLE OF SALES MARKETING

INDEX AND CONTENT

Introduction 1
II. background 2
III. Nature and role of sales in February
IV. Characteristics of current sales in February
V. success factors for professional sales 3
SAW. 4 types of sales
VII. Role of marketing sales in May
VIII. finding 7
IX. bibliography 8

I. Introduction

The lines that the reader has in his hands all the elements deals involving sales within the
marketing and sales itself, as by this is that you can define your role in the marketing and this
should be deepen what is the history and development as is today.

II. Background

Sales and business function comes about before the year 4000 to. C., when the Arabs were
traveling in convoy to market their products in Mesopotamia and Egypt. People at that time
and until the Middle Ages were considered wrong to profit from the exchange of goods and
services.
The sale is the process by which the seller finds out and activates the needs or desires of the
buyer and meets the same with mutual advantage and continued The sale is personal or
impersonal process by which the seller meets the buyer's needs.
The sales role today in the economy and development of a country is of vital importance.
Everyone in one way or another that wants to use the media to achieve the goal of selling.
III. Nature and role of sales
The nature of sales is not just as many claim, that is to sell. The sale is a process that is
sometimes complex and that includes the use of a comprehensive set of principles,
techniques and skills in personal essence, and covering a wide range of different types of
sales tasks.
The role of sales is not as discussed above, or as it is misunderstood by most people to define
their role, must make clear that sales and sales management, although they have a close
relationship and not they are the same. From that point we can say that their role is customer
satisfaction through offering what the buyer wishes and this in turn needs to be satisfied.
IV. Characteristics of current sales
Currently, the sales force must have many skills to compete successfully. Gone are the days
when sales staff and require only good presentation skills to close the deal and success.
Today, selling requires a wide range of skills that will be identified in the following section.
In this we analyze the characteristics of sales today. Sales people do not understand these
features will m prepared to do their jobs.
The characteristics of sales in the most important today are:
- Retain and dispose customers: Many companies found that 80% of your sales come from
20% of your customers. This means it is vital to devote substantial retention of existing
customers who buy large volumes resources, have a high potential and are very profitable.
- Knowledge management and database: The modern sales force need training in the use and
creation of databases of customers, and how to use the Internet to help the sales task.
- Manage customer relationships: This requires that the sales force to focus on the long term
and not just in the act of closing the next sale. Emphasis should be placed on creating win-

win situations with clients so that both sides of the interaction win and want to continue the
relationship.
- Product Marketing: A sales executive modern participates in a wide variety of activities in
addition to planning and conducting a sales presentation.
Undoubtedly, personal appearances can sometimes be replaced by information in websites
and email attachments that give customers updated and more comprehensive on many issues
information faster and more convenient times that many interactions in person .
- Troubleshooting and sale of systems: based on the sales staff
Act as a consultant working with the client to identify problems, identify needs and propose
and implement effective solutions.
- Satisfy needs and add value: The modern representative must have the ability to identify
and meet customer needs. Some customers do not recognize they have a need. In such
situations, it is the job of the sales stimulate recognition of that need.
V. Success factors for the professional sales staff
The most important success factors are:
1. Listening Skills.
2. monitoring skills.
3. Ability to adapt the style of sales from one situation to another.
4. Tenacity not to abandon the task.
5. Skills organizations.
6. verbal communication skills.
7. Ability to interact with people at all levels of an organization.
8. Demonstrated ability to overcome objections.
9. Ability to close a deal.
10. Skills for personal planning and time management.
VI. Types sales
The diverse nature of the buying situation means that there are many types of sales jobs:
sales varies according to the nature of the task of selling.
Different types of sales can be classified into:
Orders makers
- Makers of internal orders:

Here the customer has complete freedom to choose products without the presence of a sales
representative. The job of sales assistant is purely transactional, receives payment and
delivery of goods.
- Personal delivery:
The task of the representative refers mainly to product delivery.
- Makers of external orders:
This sales staff visiting customers, but its main function is to respond to requests them, so not
looking actively persuade.
Creators orders
- Missionary sales staff:
Here the customer has to persuade the customer to specify the products sales representative
with whom the seller Lahore.
Sensors Order
- Representatives of technical support:
The task of such sales people is to support sales representatives
In the Line of Fire, so often it considered part of the group of collectors of orders.
- Traders
These people provide support in situations of wholesale or retail guilty in May. The orders
They traded for the country at the head office, but individual sales are supported
by traders who give advice on display, sales promotions, check inventory levels, and how to
maintain continuous contact with store managers.
VII. Role of marketing sales
Everything mentioned above and supports the fact that sales no longer focus on marketing
the product, it was to the company performed tremendous efforts in the production of goods
or services with quality and low prices adequately. But this approach collapsed because
nowadays and for some decades now, companies had accounts through studies, that the
success of sales are in the use of these by means of marketing:
- Identify customer needs in terms of products or services to produce these, contrary to
produce and then make great efforts to sell these products already manufactured.

- The use of market mix which are: product, price, place and promotion; this allowed and
allows a better development in sales as it focuses on the client, the features that this search
for the product or service, etc.
- Market segmentation, which involves splitting heterogenias parts (different) This, in
homogeneous parts (equal). This means in simple words, which identify and separate buyers
with similar characteristics to be more efficient in the use of market strategies, and in this
way it is easier to sales managers and sales team to achieve their goal and also that the
market area managers can identify which characteristics Busan this market segment it
addresses.
For a company is marketing oriented, you must make a series of changes
in organizational practices and attitudes. For value it requires discipline
marketing contributes to what is called a technology marketing. This means that the
administration needs to develop a set of tools (techniques and concepts) to implement the
concept of marketing.
Traductor de Google para empresas:Google Translator ToolkitTraductor de sitios

VIII. Conclusion
In short, sales arose thousands of years before Christ, this form were developed that focused
on the product, this means that the company performed tremendous efforts in the production
of goods or services with quality and low prices adequately. This is an approach to product
sales.
To graze the years began to emerge as various types of sales: Decision orders and orders
detector, with its different forms in each. This allowed companies to seek new ways to attract
and retain customers.
The role of marketing is to make sales in sales through the use of market strategies and thus
not high sales volumes pursued, customer satisfaction is sought.

Bibliography

Sales Management - David Jobber and Geoff Lancaster - Eighth Edition (2012)
Sales Management - Mark W. Johnston and Greg W. Marshall - Ninth Edition (2012)