Intro: The concept of sales is as old as the human economy. Starting with the ancient Venetian traders, Chinese traders that followed the Silk Road, it was sales people who would deliver the merchandise to the areas that needed it, presented it in a favorable way, close the deal and return home with money for more operations like that. In the following essay I am going to speak about the current career prospects of sales managers, regarding the current economic state of the USA, as well as commenting on the whole sales process that makes the job of a sales person always in high demand especially in the nearest future. Body: Any job can be it business related or not can be broken down into smaller elementary parts or steps that make this job process easy to grasp for the novice and help the professional veterans polish their process techniques. The selling technique involves human interaction and therefore still cannot be fully replaced by computers or robots. Because selling a product is a process that involves human interaction the development of our process should consider the potential responses from other humans involved. I believe that any sales process (that is basically an exchange of money and goods) can be broken down these eight basic steps: Sale of a Good Process. Commentary to the Job Process Sale of a Good.
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Surprisingly, nearly 10 percent of 10,000 English patients, who are on the waiting list for organs transplant, dies each year before they obtain an organ (Bates, 2011). While this number tends to rocket in not only England but also worldwide range, almost all the government still keep passing numerous policies to restrict the supply of transplant organs. Typically, they have long prohibited ...
1) Pre-Customer Contact. Albeit, this first step does not involve the customers yet (and thus can involve computer aided planning), it is truly necessary for the successful sale to take place. This step includes the three sub-steps that have to be taken in order to go to the second step a. Company policy, rules, laws and regulations. The sales person should know the company approaches and start-up statements said to each customer as well as to know what products can be sold to who (no alcohol for minors for instance, etc.) b. Target Market knowledge. The person who is conducting a sale should have at least some basic knowledge of the customers in order to engage in a productive communication. For instance, if a sales person does not know that the target market for tampons is primarily females, he would waster his time telling the males about this product. c. Product Knowledge.
A sales person involved in the sales process should possess the knowledge of the product to be able to answer the questions a potential customer might have. 2) Prospecting. This step might not be always necessary or legal in the sales process, yet it is the person who is responsible for successful contact, because a person unlike a computer has a personal approach to each individual customer unlike a computer that sends out thousands of spam mail letters that start like Dear Sir/Madam. Prospecting involves contacting customers (via phone, internet, visits, and radio messages) and offering them your goods or making them aware of your services. 3) Initial Contact. This is when the seller and the potential buyer get together in a direct contact. The role of the sales person is to find out what the customer might want, while the role of the buyer is to find out the most about the product qualities and to compare it with what they expect. Because human interaction involves the human psychology the sales person should use positive tone, and attempt to make the customer happy. Computers still cannot take this role, because people do not trust them yet, and because computers cannot answer promptly all the questions a customer might have.
That is why most of the durable goods sale and expensive items like yachts, cars, and even computers take place either over the phone or during the direct contact and not on the web. The web serves as a good reference for the product description, yet humans still choose humans to buy from. 4) Presentation of Merchandise. When the customer tells what merchandise is needed, the salesperson presents that merchandise, and uses human psychological techniques to entice the customer buy the product. 5) Customer involvement. This step is intended to make the customer feel relaxed and confident about the product or service of their interest. This stage involves the longest customer-seller conversation and is the critical step in the process of selling a product.
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Tesco - Customer service Customer service is the most important aspect of any business. Without an adequate relationship with its consumer base, a company is at an enormous disadvantage. Today's world competition is very strong in every kind of businesses. Every organisations must provide high quality products or services in order to survive, however their competitors also providing the same or ...
This is in my opinion, why the sales job exists. If the customer does not feel involved and secured, he/she will not buy. This step involves special tone of voice, a wink, or a smile done by the sales manager and is the apogee of sale process. 6) Creation of value, motivation and objectives handling. At this step, it is the role of the salesperson to give the customer a proof why the given good/service should be bought from this very store, instead of another place. The salesperson should emphasize the promotions, sales, product technical support and other benefits that go with the product/service as well as use the knowledge of human psychology to appeal to the customers emotional state, i.e.
giving the customer idea that with this good he/she will look more professional, sexy, young, and other qualities that might seem relevant to that person. If the customer has any objections about the product they should be handled immediately and if possible an alternative should be presented to the customer. 7) Closing the sale. This step actually involves actual exchange of money for goods/services and is oftentimes considered the actual selling process. During this step, the terms of sale are agreed upon and the goods and services are rendered. 8) Sales follow-up. Usually involves a positive tone of the sales person after the actual product was sold. This is done to make the buyer feel happier, more confident, and more likely to return to the seller to repeat the process of selling a good. This is an optional step and can be (but should not) ignored by the businesses.
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The saying goes precisely the same with gift box : "Buddha-gold, guys clothing" product also. In the marketplace, when shoppers do not understand how some intrinsic high quality of goods, nor to judge other individuals based on their quality, and generally relied on impressions of your packaging to ascertain regardless of whether or to not obtain. Because it enables buyers to scan merchandise ...
In addition to this job process description I would like to say that the given process analysis was created for describing most of the sales processes of various goods. Apparently, the aforementioned eight steps can be further broken down into more specific steps that would describe the process of a sale, or on the contrary, can be consolidated into fewer steps or into the actual step when the money and goods change hands and still call is a selling process. The degree of complexity depends on the readers knowledge of selling processes and the desire to grasp the dynamics of sales that can be seen in the process of selling a good..
