Sales

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Sales are activities related to sales or the number of items or services sold within a certain time frame.

Seller or provider of goods or services completes the sale in response to acquisitions, allocations, requests or direct interactions with buyers at the point of sale. There is a title graduation (property or ownership) of the goods, and the settlement of the price, where an agreement is reached at a price that the transfer of ownership of the goods will occur. Sellers , not buyers who generally carry out sales and can be completed before payment obligations. In the case of indirect interactions, a person selling goods or services on behalf of the owner is known as a seller or the seller or the seller , but this often refers to a person which sells goods in stores, which in other respects other terms are also common, including salesclerk , store assistant , and retailer .

In a country of common law, sales are governed in general by common law and commercial codes. In the United States, the laws governing the sale of goods are somewhat uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code, albeit with some uniform variations.

Video Sales

Definisi

An individual or an organization expressing interest in obtaining a value item on offer is referred to as a potential buyer, potential customer or prospective customer. Buying and selling are understood as two sides of "coins" or similar deals. Both sellers and buyers are involved in the negotiation process to achieve exchange rates. Exchange, or sale, the process has implied identifiable rules and stages. It is implied that the sales process will proceed fairly and ethically so that the parties eventually get the same rewards. The stage of selling, and buying, involves acquaintances, assessing the needs of each party for other value items, and determining whether the value to be exchanged is equal or nearly equal, or, in buyer terms, "commensurate with the price". Sometimes, sellers must use their own experience when selling products with the appropriate discount.

From a management point of view, this is considered part of marketing, although the skills required are different. Sales often form a separate grouping within the company structure, using a separate specialist co-operative known as seller (single: salesperson ). Sales are regarded by many as a kind of "art". Contrary to popular belief, the methodological approach of sales refers to the systematic process of repetitive and measurable milestones, in which a salesman connects his offering to a product or service in return that enables the buyer to achieve their goals in the economy. path . While the sales process refers to a systematic process of repetitive and measurable milestones, the sales definition is somewhat ambiguous due to the close nature of advertising, promotion, public relations, and direct marketing.

Sales is a professional term, as marketing defines a profession. Recently, efforts have been made to clearly understand who is in the sales profession, and who does not. There are many articles that look at marketing, advertising, promotion, and even community relationships as a way to create unique deals.

Two common terms used to describe a seller are "Farmers" and "Hunters". The reality is that most professional sellers have a few of them. A hunter is often associated with aggressive personalities who use aggressive sales techniques. In terms of a sales methodology, a hunter refers to someone whose focus is to bring and close transactions. This process is called "sales catch". Examples are commodity sales like long-distance sales people, shoe salespeople, and car sales people. Their job is to find and convert buyers. A sales farmer is someone who creates sales demand by activities that directly affect and change the buying process.

Many believe that the focus of sales is on the human agents involved in exchange between buyers and sellers. Effective sales also require a system approach, involving minimal selling roles, enabling sales, and developing sales capabilities. Sales also involve salespeople who have certain sales skills and knowledge needed to facilitate value exchange between unique buyers and sellers of marketing, advertising, etc.

In these three principles, the following professional sales definition is offered by the American Society for Training and Development (ASTD):

Team sales are one way to influence sales. Team sales are "a group of people representing sales departments and other functional areas of the company, such as finance, production, and research and development". (Spiro) Team sales appeared around the 1990s through total quality management (TQM). TQM occurs when companies work to improve their customer satisfaction by continuing to improve all of their operations.

Relationship to marketing

Marketing and sales are very different, but generally have the same goals. Sales is the final stage in marketing, which also includes prices, promotions, places, and products (4 P). The marketing department within an organization has the goal of increasing desires and values ​​for customers and increasing the number and engagement of interactions between potential customers and organizations. Achieving these goals may involve the sales team using promotional techniques such as advertising, sales promotion, publicity, and public relations, creating new sales channels, or creating new products (new product development), among other things. It may also include bringing in potential customers to visit the organization's website (s) for more information, or to contact the organization for more information, or to interact with the organization through social media such as Twitter, Facebook and blogs. Social value also plays a major role in the consumer decision-making process. Marketing is the overall work on persuasion made for all the targeted people. Sales are persuasion and one-to-one (B2C) efforts, one person making the corporation (B2B) in advance or on the phone or in the digital environment, to make the living resources enter the company.

The field of sales process engineering sees "sales" as the output of a larger system, not just as an output of one department. Larger systems include many functional areas within an organization. From this perspective, "sales" and "marketing" (among other things, such as "customer service") label for a number of processes whose inputs and outputs supply each other to different levels. In this context, increasing "output" (such as sales) involves learning and improving the broader sales process, as in any system, because the functional areas of the components interact and are interdependent.

Many large companies set up their marketing department so that they are integrated directly with all business lines. They create many teams with a single focus and the managers of these teams must coordinate efforts to drive business profits and success. For example, an "in" focus campaign seeks to drive more customers "through the door", giving salespeople the opportunity to sell their products to consumers. A good marketing program will address potential losses as well.

The sales department will aim to increase the interaction between customers and facilities or sales mechanisms (eg, websites) or salespeople. Since Sales is at the forefront of every organization, it will always need to be done before any other business process can begin.. Sales management will break down the sales process and then increase the effectiveness of discrete processes as well as interactions between processes. For example, in many limited sales environments, typical processes include incoming and outgoing calls, sales promotion, objection handling, opportunity identification, and closure. Every step of the process has issues related to sales, skills, and training needs, as well as marketing solutions to enhance each discrete step, as well as the entire process. In many cases, being a salesperson is a standard career because not many people aspire to be sellers but fall into work because of the circumstances. This can be very useful because you receive rewards in the form of salaries and commissions.

One of the common complications of marketing is the inability to measure results for many marketing initiatives. In essence, many marketing and advertising executives often lose sight of sales/earnings/goals, because they focus on developing creative/innovative programs, regardless of the top or bottom line - the fundamental marketing traps for marketing purposes.

Many companies find it difficult to get marketing and sales on the same page. Both departments, though different in nature, handle very similar concepts and must work together to make sales work. Building a good relationship between the two that encourages communication can be the key to success - even in a low economy.

Industrial marketing

The idea that marketing can potentially eliminate the needs of sales people depends entirely on the context. For example, this is possible in some B2C situations; however, for many B2B transactions (for example, involving industrial organizations), this is almost impossible. Another dimension is the value of goods sold. Fast moving consumer goods (FMCG) do not require sales people at the point of sale to get them to jump off the supermarket shelf and into the customer's trolley. However, the purchase of large million-dollar mining equipment will require salespeople to manage the sales process - especially in the face of competitors. Small and medium-sized businesses that sell these large ticket items to manufacturers' representatives use geographically dispersed customer bases to provide this very personal service while avoiding the huge costs of captive salespeople.

Alignment and sales and marketing integration

Another area of ​​discussion involves the need for alignment and integration of corporate sales and marketing functions. According to a report from the Chief Marketing Officer (CMO) Council, only 40 percent of companies have formal programs, systems or processes to align and integrate two important functions.

Traditionally, these two functions, as referred to above, have operated separately, left to hidden tactical responsibilities. Glen Petersen's Book The Profit Maximization Paradox sees a change in the competition landscape between the 1950s and the dramatic writing time so that the complexity of choice, pricing and opportunities for customers forces this to seem simple and integrated. the relationship between sales and marketing to change forever. Petersen goes on to highlight that salespeople spend about 40 percent of their time preparing shippers facing customers while utilizing less than 50 percent of the material created by marketing, adding to the perception that marketing is not related to customers and that sales are resistant to messages and strategies.

Maps Sales

Method

List of methods

Sales can be done through:

• Direct sales, involving person-to-person contacts
• Channel sales, indirect selling models, which are different from direct sales. Channel sales are a way for sellers to reach "B2B" and "B2C" markets through VARS value-added distributors, resellers, or resellers.
• Pro forma sale
• By agent
  • Sales agents (eg in real estate or in manufacturing)
  • Outsourcing sales through direct branded representations
  • Sales of transactions
  • Consultative sales
  • Complicated sales
  • Shipping
  • Telemarketing or phone sales
  • Retail or consumer
• Sellers around
  • Door-to-door Method
  • Hawking
• Proposal request - Invitation to supplier, through bidding process, to submit a proposal about a particular product or service. RFPs typically represent part of a complex sales process, also known as "company sales".
Business-to-business-to-business ("B2B") sales tend to be greater in terms of volume, economic value and complexity than business-to-consumer ("B2C") sales. Because of this complexity, there is a need to manage relationships between buying and selling organizations, for example using Peter Cheverton's relationship model and stakeholder maps by Anderson, Bryson and Crosby
• Electronics
  • Web - Business-to-business ("B2B") and business-to-consumer ("B2C")
  • Electronic Data Interchange (EDI) - A set of standards for structuring information electronically exchanged between and within businesses
• Indirect, mediated by humans but with indirect contact
  • Mail-order
  • Vending machines
• Sales techniques:
  • Consultative sales
  • Sales activation
  • Solution sells
  • Conceptual sales
  • Strategic sales
  • Transactional sales
  • Sales negotiations
  • Incoming sales
  • Inverted sales
  • Upselling
  • Cross-selling
  • Picture-painted
  • Remove or retrieve
  • Sales habits
  • Sales relationships
  • On sale sale
  • Cold Call
  • Sale is assured
  • Sales based on need
  • Professional selling skills
  • Sell persuasive
  • Hard sales
  • Sales by price
  • Sales target account
  • Sandler's sales system
  • Challenger sales
  • Action sells
  • Auctions
  • Social sales
  • Private sales

Sales agent

Agents in the sales process may represent one of the two parties in the sales process; as an example:

1. Sales brokers, realtors, sales agents, sales representatives: This is a traditional role where a seller represents a person or a company at the end of a deal.
2. Buyer or broker Broker Buyer: In â € <â €
3. Double agent expressed: This is where the seller represents both parties in the sale and acts as a mediator for the transaction. The role of the seller here is to keep an eye on that both parties accept an honest and fair deal, and are responsible for both.
4. Transaction broker: In â € <â €
5. Outsourced sales involve directly branded representations where sales representatives are recruited, hired, and managed by external entities but hold quotas, represent themselves as clients' brands, and report all activities (through their own sales management channel) back to the client. This is similar to a virtual extension of the sales force (see outsourcing sales).
6. Sales managers aim to apply various sales strategies and management techniques to facilitate increased profits and increased sales volume. They are also responsible for coordinating the sales and marketing departments as well as supervising the implementation of a fair and honest sales process by their agents.
7. Salesperson: The primary function of a professional sales force is to generate and close a revenue-generating business. Sales staff will complete their key functions through various means including phone calls, email, social media, networking and cold calling. The main goal of a successful seller is to find a consumer to sell. Sales are often referred to as "number games" because the average general law and successful business closure pattern will emerge through increased sales activity. These activities include but are not limited to: looking for prospects, building relationships with prospects, building trust with clients in the future, identifying and meeting customer needs, and therefore turning potential customers into actual customers. Many of the tools used by successful salespeople, the most important are questions that can be defined as a series of questions and answers generated that enable the seller to understand the customer's goals and requirements relevant to the product. Creation of perceived value or value is the result of collecting information collected, analyzing the objectives and needs of the prospect and utilizing products or services that represent or sell by the salesperson company in the most effective way to achieve the prospective client's objectives or settings. their needs. An effective salesperson will package their offerings and present their proposed solutions in a way that leads potential customers to the conclusion that they are getting solutions, generating revenue and profits for the sellers and organizations they represent.
8. Professional Internet Sales: These people are primarily responsible for ensuring immediate responses to leads generated through social media, websites, or email campaigns.

Sales inside vs. outside sales

In the United States, the Fair Labor Standard Law defines outside sales representatives as "employees selling their employer's products, services, or facilities to customers who move away from their employer's (business) employment, in general, both at the customer's premises business or by selling door-to-door at home customers "while defining those who work" from the employer's location "as inside sales. Sales in general involve efforts to close a business primarily through telemarketing, while outside sales (or "field sales") will usually involve initial telephone work to order sales calls at potential buyers locations to try to close deals directly. Some companies have in-house sales departments that work with outside representatives and order their appointments for them. Sales in sometimes refers to upselling to existing customers.

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See also

• Keywords
• Preferred architecture
• The request chain
• Financial transactions
• Private sales
• Sales (accounting)
• Sales effectiveness
• Sales incentive plan
• Sales contest
• Sales territories
• Sales variance
• Trade
• Vendors

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References

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External links

Source of the article : Wikipedia