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8/13/2019 Types of Sales & Techniques
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ASSIGNMENT ON
Types of Sales & TechniquesTypes of Sales & Techniques
PRESENTED TO:
MR. MUJEEB SARFRAZ
PRESENTED BY:
AKHTAR HUSSAIN CHUGHTAI (MB-09-
22)
SUBJECT: SALES MANAGEMENT
Program: MBA Marketing (Morning) 6thSemeter
DEPARTMENT OF BUSINESSADMINISTRATION
BZUBA!ADUR SUB"AMPUS#$A%%A!
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!e"r#ar$ %&'
%
SA*E
A sale is the act of selling a product or service in return for money or other
compensation.
SA*ES MANA+EMENT
Efforts put forth to attain a companys sales objectives.
Sales Management as originally meant for sales personnel i.e it had a narro
perspective of directing the sales personnel of an organi!ation. "oever over time
Sales Management has gained a broader perspective# hich includes management and
e$ecution of all mar%eting activities vi! advertising# personal selling# sales promotions#
distribution#pricingand others.
According to American mar%eting association Sales Management includes the
&lanning# direction and control of personnel selling# including recruiting# selecting#
e'uipping# assigning# routing# supervising# paying and motivating as these tas%s applyto the personnel sales force
TYPES O! SA*ES
)D,RECT SA*ES
Selling directly to the private individual# especially the homeoner. &roducts such as
home improvements (double)gla!ing# %itchens etc* and services such as financial
services# holiday time)sharing etc are commonly sold in this ay. Sales people are
usually paid on a commission)only basis i.e. they only get paid if they sell something. +t
is usually easy to obtain or% in this ay# and can offer a starter a chance to get some
sales e$perience. ,he or% is typified by a very lo success rate# but the reards can
be very high for those able to stic% at it.
)BUS,NESS TO BUS,NESS
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Sales -or%ing for a company selling products or services to other businesses. Either
directly to the useruser organisation# or indirectly through distributors.
/)D,RECT CONSUMAB*E SA*ES (SA*ES
REPRESENTAT,0E)
Selling lo cost items to a regular clientele# usually in a small geographic territory. +n
scientific terms# it might be selling laboratory chemicals to research institutions in one
or to counties. ,ypically you/ll ma%e 01 ) 21 calls per day# and individual sales ill
be measured in tens of pounds. 3ou/ll be dealing ith the loest level of buyer ) often
the user of the products# such as technicians. ,here/s very little cold calling or
developing ne business. +t/s a good ay to start in sales# as you don/t normally need
e$perience to get a job. &ay is li%ely to be 4s. 05 ) 21#111 p.a. plus a small bonus or
commission# adding 01 ) 216 of salary on top. &ersonal 'ualities re'uired are:
reliability# good relationship builder# and stamina.
.)CAP,TA* E1U,PMENT SA*ES (SA*ES
E2ECUT,0E)7ften the second stage in a salesperson/s career. +nitially perhaps# selling lo to
medium cost e'uipment (4s. 511 ) 5#111 per item* as ell as consumable items. 7ften
the emphasis is on selling the e'uipment# hich then obliges the customer to buy the
consumable items in order to be able to use the e'uipment. 8all rate is loer ) up to
eight calls per day. 9arger sales ill involve senior buyers such as "eads of 9aboratory
or Administration uyers. 3ou/ll still be dealing mainly ith a regular clientele of
customers# ith very little cold calling. &ay is 4s. 21 ) 25#111 plus up to 256 of salary
on top. &ersonal 'ualities re'uired are: some sales e$perience# good 'uestioning ability#
good listening ability# and persuasive 'ualities. ,echnical s%ills re'uired vary according
to the comple$ity of the product.
3)CAP,TA* E1U,PMENT SA*ES (MED,UM
0A*UE)
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Selling e'uipment costing 4s. 5#111 ) 51#111 per item. ;sually involves or%ing in a
much larger territory ) up to one 'uarter of the country. 7nly ma%ing up to four calls
per day. ,ypically spending one day per ee% at home setting up appointments by
telephone. ,he sale often ta%es to or more visits# and involves selling initially to theusers of the e'uipment# and then to the higher buying authorities (9aboratory
&urchasing Managers# 5#111 ) 1#111 plus
up to 0116 of salary on top. &ersonal 'ualities re'uired: 5 years ? sales e$perience#including capital sales e$perience# freedom to travel e$tensively# high level negotiation
s%ills.
&)OEM5EN+,NEER,N+ SA*ES
(TEC4N,CA* SA*ES5SA*ES EN+,NEER)
Selling at any level as above# but specifically selling to customers ho incorporate the
product into e'uipment hich they manufacture. An e$ample ould be selling
electronic components to e'uipment manufacturers. 7ften you ill be or%ing ith
your customers /at the bench/ in conjunction ith 4B= staff# designers etc. &ay varies
according to the level and comple$ity of the sale. &ersonal 'ualities re'uired: high level
of technical competence# good relationship builder at all levels.
)SER0,CE SA*ES
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Selling the services that either you or your organisation ill provide to the customer.
Either lo cost services (advertising# transport services* here the service can vary
from an individual sale costing a fe pounds# to high value annual contracts orth
millions# or high cost services such as management consultancy. Cenerallyac%noledged to be more difficult to sell as there is no product for the customer to
touch or try. &ay varies enormously# and opportunities e$ist for people to start their
career in this field or to enter it at the highest level. &ersonal 'ualities re'uired: you
have to be believable ) customers are /buying/ you. +ntegrity# reliability and honesty are
paramount.
7)+OOD8,** SA*E
,he sale of a business shoing sales and profit is considered a goodill sale. ,he
fi$tures and e'uipment are included in the sale unless otherise specified. ,he sales
and profit of the business must be proven to a uyer by revie of the Seller/s boo%s
and records. +t is the Seller/s responsibility to provide the uyer ith the
documentation.
%) PUB*,C AUCT,ONS
7pen to the general public ith inspection alloed the day before the auction. 7urauctions are alays advertised in local nespapers# on our calendar of upcoming sales#
and sometimes on 8able 8hannels 02 and 21 in surrounding counties. 8omplete
property listings are not mailed in advance of the auctionD hoever# postcards
announcing upcoming auctions are mailed to customers on our mailing list. +tem
listings are usually not complete until 2 or > days before the auction.
) ,NTERNET SA*ES
3ou can find our eay sales hereor# go to eay.comand do Advanced Search# then
Search by Seller# and type in 749. -e usually post items for sale on the +nternet
ee%ly and alays allo the +nternet sales to overlap a ee%end.
) ANNUA* SA*ES CONTRACT
-hen a large amount of items are e$cessed from the site on an Annual basis# the most
effective disposal method is the Annual Sales contract.
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http://www.y12.doe.gov/business/sales/salescalendar.phphttp://www.y12.doe.gov/business/sales/maillist.phphttp://search.ebay.com/_W0QQfrppZ50QQfsooZ1QQfsopZ1QQrdZ0QQsassZornlhttp://www.ebay.com/http://www.y12.doe.gov/business/sales/salescalendar.phphttp://www.y12.doe.gov/business/sales/maillist.phphttp://search.ebay.com/_W0QQfrppZ50QQfsooZ1QQfsopZ1QQrdZ0QQsassZornlhttp://www.ebay.com/8/13/2019 Types of Sales & Techniques
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/) SEA*ED B,D SA*ES
A method used to sell large 'uantities of material or for speciali!ed commodities (e.g.#
instrumentation or machinery*. Sealed bid sales are suited for large companies and
bro%erages and are also open to the general public. ids are submitted in sealed
envelopes. 7n closing day# all bids are opened and the bids are compared to determine
the successful bidder.
.) SPOT B,DS
,his held in lieu of auctions# also %non as Fsilent auctionsF and generally held for
office e'uipment# vehicles# and items of interest to the public. Spot bids typically
consist of small lots (usually one item* and are more suitable for individuals. idders
are alloed to inspect the items and then submit their bid card in the designated loc%ed
repository. ids are opened at the designated place and time on the announced date to
determine the highest bidder.
3) !,2ED9PR,CE SA*ES
Some items are sold at fi$ed)price. ,hese may be in conjunction ith another type
sales# such as the public Auctions. -hen items are sold at a fi$ed)price# a fair mar%et
value is assigned to the items and they are sold on a first)come# first)serve basis.
9istings are not mailed prior to sale date. &roperty may be ithdran at any time.
6) S,*ENT AUCT,ON SA*ES
Silent Auctions are conducted in the same manner as a public Auction# e$cept that an
Auctioneer is not used.
&) NE+OT,ATED SA*ES
,his is authori!ed for city and county government bodies and their entities (such as
school systems*.
) TRAD,T,ONA* SA*ES
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+f the prices are right# these are the best transactionsG ,his is hen FHoe the &lumberF is
selling his home# and there is no third party involved on the seller side of the
transaction. ,he contract is more normal in nature# alloing reasonable negotiations
beteen the parties. Each party genuinely hopes for the sale to be completed andtherefore or%s together to meet deadlines and ensure everything is resolved to the
mutual satisfaction of all parties. Each party is li%ely only conducting one or to real
estate transactions at a time# hich are usually the largest financial considerations in
that particular moment in time I therefore# each party gives this transaction his priority
attention# and the process goes more smoothly as a result.
7) S4ORT SA*ES
+n these sales# the Seller must negotiate ith their lender(s* for approval before selling.
,hey may be as%ing for full or partial debt forgiveness or a note payable for any deficit.
an%s agreement to these sales are dependent on the ability of the family to repay the
debt# and the circumstances that have changed since the loan as originally approved.
,his process can ta%e several months# and sometimes does not result in a closing.
21*,ND,RECT D,STR,BUTOR SA*ES
Selling either consumable products# or e'uipment# or both to companies hich then sell
on to usersuser organisations. ,his may ta%e the form of negotiating at head)office
level# or visiting a branch structure nation)ide. 7ften involves or% abroad#
appointing and managing distributor organisations# or individual agents# assisting them
ith their business plans# training them on sales and product %noledge# dual)calling to
customers ith distributors/ representatives. &roducts are sold as a commodity and less
technical involvement is involved. Although no direct management is involved# this is
often seen as a training ground for management s%ills. &ay is 4s. >1#111 ) J1#111 plus
216 of salary. &ersonal 'ualities re'uired: several years sales e$perience# good
organisation and management ability# freedom to travel e$tensively# and stay aay as
visits to customers may ta%e several days.
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SA*ES TEC4N,1UES
PRO!ESS,ONA* SA*ES TEC4N,1UES
,here are any number of possible sales techni'ues and approaches that you can ta%e to
interest and motivate a sales prospect# 'ualify a sales opportunity# and bring a sales deal
to close. So hich sales techni'ues are the most effectiveK -hich sales techni'ues ill
ma%e you more moneyK -hich sales techni'ues ill annoy your prospects and cost you
salesK
) SA*ES 1UA*,!Y,N+ TEC4N,1UES
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Lualifying techni'ues are probably the most important part of the sales. ,ime is the one
resource that you have the most control over as a sales person. And it also the one that
is the most easily s'uandered.
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-o# so persuasion techni'ues involve the poer to stimulate someone to do
something by getting them emotional. @ery cool. o in my e$perience# people only
get emotional about things that they personally care about. + thin% this is true for
everyone. And if it is# then this means that you can/t get someone to do something thatthey don/t ant to do using persuasion techni'ues.
/) SA*ES STRATE+Y TEC4N,1UES
Sales strategy is often overloo%ed in a presales planning. 9earning from military
strategists# there are 2 basic types of sales strategy that can be employed.
Sa
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,hey also buy to reali!e ne capabilities and possibilities. Most of the time# people and
businesses are buying to eliminate or avoid pain# as it is a stronger motivator for most
people.
-hen you learn ho to do this# you ill find that the customer pursues you# and sellsyou on hy they should buy. o sales proposal is necessary. +f any document is
necessary# it is a simple list of products or services so that you can confirm in riting
hat the customer ants to buy.
8losing sales techni'ues are the sorriest# most annoying# and lame of all sales
techni'ues in our profession.
8losing sales techni'ues give all of us in the sales profession a bad name. "o can +
say thisK ,hin% about it. =o you enjoy the e$perience of being FclosedF hen you buy
something li%e a ,@# a car or# a dishasherK + %no + don/t. =o you thin% the 8
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3% SA*ES T,PS
; Stay &ositive; eep on the tas% at hand
/; e =ynamic in every conversation because there is no such thing as a standard
sales call
.; e assertive: obody respects a pushover
3; ,al% less# Say more
6; 4eturn every call every time ithin an hour
&; As% for feedbac%
;
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; sales tomorro.
/&; +ts better to %no the author than to read his te$t.
/; ,he sale is only as big as you are.
/7; 8ommon sense is orth 01 times more than memori!ed techni'ue
.%; ,he best sales pitch is orthless ithout a call)to)action
.; =etermination cannot be outsources or delegated
.; ;nder &romise and 7ver =eliver
./; Solve &roblems dont Sell Solutions
..; ,a%e care of your customers or your competitors ill
.3; 7pening a relationship is more important than closing a sale
.6; Every sale has five basic obstacles: no need# no money# no hurry# no desire# no
trust
.&; Samson %illed a thousand men ith the ja bone of an ass. ,hat many sales are
%illed every day ith the same eapon
.; 3our greatest sales tools are your ears. Shut up and listen to your clients
.7; ,he Colden 4ule of Sales is the Colden 4ule
3%; A salesman# li%e the storage battery in your car# is constantly discharging
energy. ;nless he is recharged at fre'uent intervals he soon runs dry. ,his is
one of the greatest responsibilities of sales leadership
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RE!ERENCES
http:.mar%etingO0.comsales)management
http:.y02.doe.govbusinesssalessalestypes.php
http:.trulia.comblog%imberlyPryanP0211O1NgettingPtoP%noPthePdif
f
http:.selte%consultants.co.u%salesjobs.htm
http:.freedombusinessbro%erage.comtypesPofPsales
http:sales)techni'ues.industrialego.com
http:.johnnyednesday.com51)sales)tips)and)'uotes)to)%eep)you)in)
the)blac%
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http://www.marketing91.com/sales-management/http://www.y12.doe.gov/business/sales/salestypes.phphttp://www.trulia.com/blog/kimberly_ryan_1/2009/08/getting_to_know_the_diffhttp://www.trulia.com/blog/kimberly_ryan_1/2009/08/getting_to_know_the_diffhttp://sales-techniques.industrialego.com/http://www.johnnywednesday.com/50-sales-tips-and-quotes-to-keep-you-in-the-black/http://www.johnnywednesday.com/50-sales-tips-and-quotes-to-keep-you-in-the-black/http://www.marketing91.com/sales-management/http://www.y12.doe.gov/business/sales/salestypes.phphttp://www.trulia.com/blog/kimberly_ryan_1/2009/08/getting_to_know_the_diffhttp://www.trulia.com/blog/kimberly_ryan_1/2009/08/getting_to_know_the_diffhttp://sales-techniques.industrialego.com/http://www.johnnywednesday.com/50-sales-tips-and-quotes-to-keep-you-in-the-black/http://www.johnnywednesday.com/50-sales-tips-and-quotes-to-keep-you-in-the-black/