marketing and sales

১১ ই মার্চ, ২০১৫ রাত ১:০৪

7 steps of sales
1) Planning
2) Preparation
3) Open the call
4) Observation
5) Presentation
6) Close the call
7) Administration & Follow up
Planning: Planning starts at home .without a planning a sales person cannot achieve his day target.
For an example. If you work as a territory officer in a FMCG company (fast moving consumer items ).then you need to visit certain area’s shop with a day target .so before staring you must plan which shop has the most buying power. You will definitely approach her to achieve your day target. If you can sell there a the it is easily you can achieve your day target, all this thing you should keep in mind before you start for your office.
Preparation:
It refers dressing up properly for the office. No matter for wherever you work you should maintain the dressed code. For example, if you work in a (mans toiletries) for blade and Razor company. You must be clean shaved. Otherwise whoever you visit for the sales call, He or she won’t give you any attention. So dress accordingly before star for the office. Remember there is a saying (Clean shoes Clean Mind).


Open the call:
When you go for a sales call or visiting the shop you must follow the timing, It’s always good that you starts early. In the morning if you can be the first person to visit the shops or in the office, you get the positive vibe from the customer or shop keeper. In morning time Purchaser has the positive attitude towards buying products for his whole day activities . He keeps a budget for that, which he keeps hidden in the cash box.In Bangladesh FMCG markets starts from the morning, so you need to be present in the particular route of the area you need to cover by 8.30 a.m. and starts the sales call by 9.00 a.m. first you have to give salaam and you need to meet and greet with the customer. Ask for his little time, and approach confidently and present your product offerings ,.A customer always look for the associated benefits along with the product.So you need state specificly the promotional offers ,and make it all your presenetaion in a short time . because longing the discussion can make him annoyed, you should not annoy him by talking too much .maintain a convenient distance when you talk .
Observation: it’s the most “need to do” thing for a sales man. You must observe the shop quick-wittedly, what is sold , what is left , what is needed , your this scrutiny will help you to start the discussion.you can bargain with the shopkeeper. Even if he feels less interest to buy your product, you can bergain him saying that , our product has great demand that’s why ,the product shelf is empty. Basically a shop owner always shows high eagerness to buy those product which has striking commission offered by the company. Try to read customer mind .All this discussion you have to make it in short time.
In corporate sales, people trades people. As a representative of the company if you visit other companies for service selling, then you must keep in mind that, you are selling your commitment not your service or product , because the buyer knows you , not the organization you belong to, so always try to achieve your commitment level. Always try to build up personal relationship with the customer.
In corporate sales trade, it literally works, because there you deal with highly qualified individuals. there you deal with your commitment level, so offer what you can deliver. Never make fake promises to get the work order. If you can build up the trust in the customer mind then you can also get some information regarding competitors offerings. always keep the track of your competitors visit .that means how frequent your competitors visits your customer. try to make a check- list on that Ultimately sales is a battlefield , being a warrior , some times you need to be a bit tricky .
Remember one thing in this corporate sales sector there are no second chances . so don’t make blunders to customers premises saying irrelevant issues which does not go with the company policies where you belong. Try to fetch personal information about your customer, like birthdays , marriage days, etc.
Close the call
After you satisfy the customer through his all queries, customer is ready to give you purchase order/work order.try to receive the work order as soon as possible. Keep knocking him for the workorder, sometimes it happens like customer is ready to give you work order , but due to unavoidable circumstances he fails to provide you the work order.alwways make under commit your customer never go for over commitments. Over promises always devaluate your positions towards customers mind.
Every company has certain policies or time span regarding delivering products to the customer premises. Always keep time in hands. Customer always shows you emergencies or give you less time to receive the product or services urgently. If you have 3 days policy of delivery products, commit to the custome five days . so that you can keep your commitment level.

Follow up and administration:
After delivering the products or services we always forget to follow up.This is a very bad custom. Always keep remember when you delivery services is complete. There are some methodological problems occurs . as a key person of the management you must take initiative to solveit. This attitude will lead you to grab a significant place in customer mind.one good service will generate lead to another . as akey account manager always follow up your leads. Your leads will give you references. from 100 references you can generate 15 positive leads. Always place your product in the shop in such way so that when a consumer visits the shop he can see your product with a clear view, means place your product according to the customer eye level.

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