Sales Management Selling

-Individuals (sales person) -Report Writing -Handling Customer complains -Make Sale visits

Sales Management
-Monitoring of sale -Leading -Organising -Motivating -Training -Compensation -Recruitment and selection

1. Selling
-is a mechanism of exchange through which customer needs and wants are satisfied.

2. Sales Management
On the other hand it refers to the elements such as leading, organising, motivating, training, recruiting and selection. Initially people did not have respect for sales activities but however modern day sales people have became very professional when they come into contact with customers. Sales people are expected to perform a number of duties ranging from report writing, handling customer complains, make sales visits and handling transactions.

Characteristic of an Effective Sales People

Sales people are expected to posses certain characteristic to effectively undertake the identified duties these characteristics include

Good Commutations skills

A successful sales person is expected to have excellent communication skills both verbal and non verbal, as this will allow him/ her to negotiate effectively. Product Knowledge

A sales person must have good knowledge of his product -Must be able to identify the benefits of his products i.e. what they will do for the customer and must also have knowledge about competitor products. Appearance

Because that sales fields depends on face to face interactions it is important that the sales person be properly dressed as this creates a good first impression. Self Confidence -this can only come from product knowledge and it results in the customer having trust in the sales person Empathy -The sales person must be able to put himself in the shoes of the client/ customer so that he will understand better the customer behaviour. Honesty and integrity -a successful sales person is one who is very open and truthful to his or her clients.

Image of Selling
Different people have different opinions about selling activities. -a number of views are held however these are not true, some of the misconceptions about selling include that it is a degrading career which is also immoral Good Products sell themselves-some people are of the opinion that if you produce a superior product them customers will buy with the minimum of selling effort. This however is a misconception because no matter how good product is it cannot sell itself. In reality it requires a sale s person to make sales presentations, undertake research as to meet customers needs.

Selling is immoral
Some individuals are of the opinion that selling is immoral and you should be suspicious of those involved in it. In actual fact selling is a respectable profession and those who are involved in it are very professional. The belief that selling is immoral maybe attributed to

those sales people who deceive customers. Selling is a mechanism for exchange that seeks to satisfy customer needs.

3. Selling is not a worthwhile career

-some people believe that pursuing a career selling is a waste of time. -in reality selling is a rewarding career and it gives one the freedom to plan their own work, offers opportunities to travel and meet new people as well as a number of challenges.

Sales Process / Presentation

Personal selling

Prospecting

Pre-Approach

Approach

Investigatigating customers needs

Presentation & Demonstration

Handling Customer Objection

Closing the sale

Follow- up

The sells presentation show a series of steps that a sells person is likely to go through when dealing with a customer.

1.Prospecting
- the term prospecting means lookig or searching for somethingi.e. potential customers(prospects) An effective sales person must be able to qualify customers i.e. identify those who have a potential to purchase. - There are a number of sources that can be used to look for new customer and these include I)Advertising Advertising in medai such as newspapers allowsfor potential customers to see your products and if interested visit your company

II)Trade directories
-a trade directory contains names of companies products they deal with and contact details and persons. Using a trade directory a sales person can identify those companies that may be interested in certain goods because f their line of business.

III)References
Some individuals can be refered to a business or company by satisfied customers who have been happy with the services they would receive (word of mouh recomendation)

IIII)Canvassing -they are two types of canvasing i.e.cold and cool canvassing -cold canvassing is when a sales person tries to appeal to potential customers in a given territory whilest cool canvassing is when sales person certain customers to appeal to using a certain criteria.