Sales Strategies

Essay by rhaskell2University, Bachelor'sA, March 2006

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Many people mistakenly think that selling and marketing are the same, they aren't. Selling is the act of persuading or influencing a customer to buy (actually exchange something of value for) a product or service. Marketing activities support sales efforts. Actually, they are usually the most significant forces in stimulating sales. Oftentimes, marketing activities (like the production of marketing materials and catchy packaging) must occur before a sale can be made; they sometimes follow the sale as well, to pave the way for future sales and referrals. Sales managers are paid to plan, lead and control the personal selling process in the organization. This is one of the very important jobs in an organization. Sales management involves a specialized set of responsibilities within the broad field of marketing management. Some believe Sales- the only activity that directly generates income, is the most important of all marketing activities.

The diverse nature of the buying situation means that there are many different types and functions of selling.

A salesperson using the sales concept, on the other hand, sometimes has the ability to individualize components of a sale, but the emphasis is ordinarily upon helping the customer determine if he/she wants the product, or a variation on it, that is already being offered by the company. In the sales approach, not much time is spent learning what the customer's "ideal" product would be because the salesperson has little say in seeing that her company's product is modified. Furthermore, he/she isn't rewarded for spending time listening to the customer's desires unless she has a product to match their desires that will result in a sale.

Sales Strategies

Customer Relationship Management is a strategy used to learn more about customers' needs and behaviors in order to develop stronger relationships with them. After all, good...