Effective Sales Process and Strategies for Businesses

Posted on Jan 27, 2025 in Business Administration and Management (BAM)

1. Finding Customers

Telemarketing Outbound: This consists of calling potential customers at their homes or offices to make a sale.

Telemarketing Inbound: This is where potential customers can call a toll-free number to request information.

2. Starting the Relationship

Determine who in the company has more influence or authority to initiate the purchase process and who will ultimately purchase the product.

3. Qualifying Customers

This is done to determine whether the prospect meets the qualifications to be a prospective client worth pursuing. The seller must do this before making an appointment for an important sales presentation.

The qualification process means finding out the answers to three important questions:

  1. Does the prospective customer need my product or service?
  2. Can I get the people responsible for the purchase to acquire so much awareness of this need that I succeed in making the sale?
  3. Will the sale be profitable for my company?

4. Presenting the Sales Message

At this point, the seller transmits the information about the product or service and tries to convince the prospective client to become a client.

At this point, the seller must avoid the following:

  • Speaking ill of competitors
  • Being too aggressive
  • Knowing very little about the products or services of competitors
  • Knowing very little about the business or the customer’s business
  • Making poor presentations

5. Closing the Sale

Closing a sale means getting the final consent for a purchase.

6. Providing Account Service

The work does not end when the seller has made the sale. After its completion, they should provide customers with many types of service and help ensure their satisfaction and encourage them to re-buy. After-sales service increases customer loyalty.

Selling

Sales are classified within the organization as follows: Distance Selling and Personal Selling.

Distance Selling falls into:

  • Sales by Mail
  • Shipping Required Sales
  • Sales Automation
  • Sales by Phone
  • Electronic Computer Sales

Personal selling is classified as:

  • Requisitioning Taker
  • External Demands Taker
  • Missionary Vendors
  • Sales Engineers
  • Sellers of Tangible Products
  • Sellers of Intangible Products

Six Qualities of a Professional Seller

  • 1. Image
  • 2. Attitude
  • 3. Knowledge
  • 4. Sensitivity
  • 5. Enthusiasm
  • 6. Maturity

Sales Techniques and Strategies

  • a) Value: This is important because there must be continuous development between the vendor and customers. Customers tend to compare people they consider nice, so we must learn to establish and build relationships.
  • b) The technique of association of the highest quality in terms of sales: This focuses on solving customer problems.
  • c) Relationship strategies focused on four key groups:
    1. The first strategy is to customers.
    2. The second strategy is the side of decision-makers.
    3. The third strategy is the support staff of the company.
    4. The fourth strategy is the management staff.

Sales Department Organization

Most sales departments are organized as follows:

  • a) Geographical organization
  • b) Organization by product
  • c) Organization staff: to provide expert information and advice to line departments
  • d) Organization for customers
  • e) Organization of field sales
  • f) A combination of structures

Reasons for Establishing Sales Territories

  1. Improved market coverage
  2. Reduced cost of sales
  3. Improved customer service
  4. Increased staff motivation
  5. More accurate assessment of the performance of the sales force
  • In designing sales territories, it is necessary to know the government data and other information available on the market, such as direct and indirect competition, and thereby determine the market potential, sales, purchasing power, and customers.
  • Focal Points and Proper Boundaries: They set the boundaries and facilitate the planning and control of sales management.

Process for Dividing Territories

  1. Determine the number of territories
  2. Determine appropriate focal points (geographical units) and their limits
  3. Allocate vendors

Determination of the Number of Territories

  1. Provide service to customers
  2. Sales potential
  3. Workload reached by the sellers
  4. Resources of the company

Motivation

Create working conditions that persuade and inspire people to take the necessary actions to achieve the organization’s objectives.