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Situation before industrial revolution in U.K.
(1760AD)
Situation after industrial revolutions in U.K., and
U.S.A.
Marketing function splits into sales and other
functions like market research, advertising,
physical distribution
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Delivery salesperson Delivery of products to business Milk, newspapers to households
customers or households.
Also takes orders. Soft drinks, bread to retail stores.
Order taker (Response selling) Inside order taker Behind counter in a garment
shop
Telemarketing salesperson takes Pharma products¶ orders from
orders over telephone nursing homes
Outside order taker. Also Food, clothing products¶ orders
performs other tasks from retailers
Order-getter (Creative, Problem- Getting orders from existing and Automobiles, refrigerators,
solving, Consultative selling) new household consumers insurance policies
Getting orders from business Software and business solutions
customers, by solving their
business and technology problems
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The only function / department in a company
that generates revenue / income
The financial results of a firm depend on the
performance of the sales department /
management
Many salespeople are among the best paid
people in business
It is one of the fastest and surest routes to the
top management
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The main components of planning in a company are
objectives, strategies and tactics. Their relationship
is shown below
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þ Increase þ Enter export þ Identify the countries þ Marketing / sales head to get
sales volume markets relevant information
by 15 þ Decide distribution channels þ Negotiate and sign
percent agreements in 3-5 months
with intermediaries
Global perspective
Revolution in technology
Customer relationship management (CRM)
Salesforce diversity
Team selling approach
Managing multi-channels
Ethical and social issues
Sales professionalism
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(or !) is one of the
four elements of marketing mix. An
organization or set of organizations (go-
betweens) involved in the process of
making a product or service available
for use or consumption by a consumer
or business user.
comprises
management of channel institutions as
well as physical distribution functions.
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It is the sale and delivery of
goods/services from the manufacturer to
the consumer can be consummated
directly i.e. by the firm itself through its
own sales force or indirectly through a
network of middleman such as
wholesalers and retailers.
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V finding and communicating with
prospective buyer
Bringing together the marketers
offering and the prospective buyer
Reaching an agreement on price and
other terms of the offer so that ownership and
possession can be transferred.
Of the marketers offerings, and his
satisfaction generating potential
Actual transfer of possession
V
Of relevant consumers information and
revenue in exchange of goods or services
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þ Strategy for handling customer þ Prompt action at the customer interface level
complaints þ If the problem persists, involve senior sales and
service people
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