Sales & Distribution Management- nature, recruitment and seelction, training and compensation of sales people, sales cost and sales meetings,
Channel flows, sales territories, role of logistics
Marketing Defined:
“Marketing is a social and managerial process by which individuals and groups obtain what they need and want through creating and exchanging value with others”
Marketing is about managing profitable customer relationships
Attracting new customers
Retaining and growing current
Understand the marketplace and customer needs and wants
Design a customer-driven marketing strategy
Construct a marketing program that delivers superior value
Build profitable relationships and create customer delight
Capture value from customers to create profits and customer quality
Need
State of felt deprivation
Example: Need food
Wants
The form of needs as shaped by culture and the individual
Example: Want a Big Mac
Demands
Wants which are backed by buying power
A consumer is a person or an organization that consumes whether he buys or not. That is, consumer is known for actual use or employment of a product or service; he or she does not worry about paying for the same. On the contrary, customer is definitely a buyer or who purchases and may or may not actually consume a given product or service.
This PPT gives a brief outlook of the process of personnel selling and its various stages. For any queries feel free to contact at prateekckc@yahoo.co.in
Sales & Distribution Management- nature, recruitment and seelction, training and compensation of sales people, sales cost and sales meetings,
Channel flows, sales territories, role of logistics
Marketing Defined:
“Marketing is a social and managerial process by which individuals and groups obtain what they need and want through creating and exchanging value with others”
Marketing is about managing profitable customer relationships
Attracting new customers
Retaining and growing current
Understand the marketplace and customer needs and wants
Design a customer-driven marketing strategy
Construct a marketing program that delivers superior value
Build profitable relationships and create customer delight
Capture value from customers to create profits and customer quality
Need
State of felt deprivation
Example: Need food
Wants
The form of needs as shaped by culture and the individual
Example: Want a Big Mac
Demands
Wants which are backed by buying power
A consumer is a person or an organization that consumes whether he buys or not. That is, consumer is known for actual use or employment of a product or service; he or she does not worry about paying for the same. On the contrary, customer is definitely a buyer or who purchases and may or may not actually consume a given product or service.
This PPT gives a brief outlook of the process of personnel selling and its various stages. For any queries feel free to contact at prateekckc@yahoo.co.in
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
Sales Management by Dr. Charles M. Futrell (Professor of Marketing in the Mays College of Business at Texas A&M University in College Station, Texas)
Part I Introduction To Sales Management
Part II Planning The Sales Team's Efforts
Part III Staffing the Sales Team
Part IV Training the Sales Team
Part VI Controlling The Sales Team
A sales person is a tool to get your offering out to prospects and/or customers. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about usIT’S NOT WHAT YOU SAY IT IS. IT’S HOW THEY SAY IT
Traditional selling process comprising of 7 steps is mentioned in this PPT. The difference between solution selling and Insight selling is brought to light. Referred Harvard Business Review and other leading Journals for making this PPT.
Sales is all about listening to people and prescribing a solution. In every job you'll come across sales moments, whether you're selling yourself in a job interview or selling products to customers - it's an essential skill in all career paths. This course is available now so you can start your sales career and your sales potential in just a few minutes - if you're already working in sales, or looking for a lucrative and enjoyable future career, this class is a valuable skill that you definitely need to master.
Juan Sebastian Garcia is been teaching Sales skills to different companies and sales teams for over 20 years. He's taught all over the world, as well as online, and has an entertaining and practical teaching style. This course covers everything you need to know about Sales Fundamentals: from preparing and planning, relationship building, objection handling techniques, and closing the deal at a brilliant price. This training is the first step to start developing your sales skills as a sales professional.
Sales Fundamentals overview includes:
What is Sales?
What is Marketing?
Planning your sales skills
Building a rapport and relationship
Handling objections
Understand how to organizing your sales
Simple tricks to start calling customers
Time Management in Sales
Also if you want to learn advanced selling techniques. Check out our Target Account Selling Class : https://www.udemy.com/course/target-account-selling/
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
How to Make a Field invisible in Odoo 17Celine George
It is possible to hide or invisible some fields in odoo. Commonly using “invisible” attribute in the field definition to invisible the fields. This slide will show how to make a field invisible in odoo 17.
Macroeconomics- Movie Location
This will be used as part of your Personal Professional Portfolio once graded.
Objective:
Prepare a presentation or a paper using research, basic comparative analysis, data organization and application of economic information. You will make an informed assessment of an economic climate outside of the United States to accomplish an entertainment industry objective.
Read| The latest issue of The Challenger is here! We are thrilled to announce that our school paper has qualified for the NATIONAL SCHOOLS PRESS CONFERENCE (NSPC) 2024. Thank you for your unwavering support and trust. Dive into the stories that made us stand out!
The Roman Empire A Historical Colossus.pdfkaushalkr1407
The Roman Empire, a vast and enduring power, stands as one of history's most remarkable civilizations, leaving an indelible imprint on the world. It emerged from the Roman Republic, transitioning into an imperial powerhouse under the leadership of Augustus Caesar in 27 BCE. This transformation marked the beginning of an era defined by unprecedented territorial expansion, architectural marvels, and profound cultural influence.
The empire's roots lie in the city of Rome, founded, according to legend, by Romulus in 753 BCE. Over centuries, Rome evolved from a small settlement to a formidable republic, characterized by a complex political system with elected officials and checks on power. However, internal strife, class conflicts, and military ambitions paved the way for the end of the Republic. Julius Caesar’s dictatorship and subsequent assassination in 44 BCE created a power vacuum, leading to a civil war. Octavian, later Augustus, emerged victorious, heralding the Roman Empire’s birth.
Under Augustus, the empire experienced the Pax Romana, a 200-year period of relative peace and stability. Augustus reformed the military, established efficient administrative systems, and initiated grand construction projects. The empire's borders expanded, encompassing territories from Britain to Egypt and from Spain to the Euphrates. Roman legions, renowned for their discipline and engineering prowess, secured and maintained these vast territories, building roads, fortifications, and cities that facilitated control and integration.
The Roman Empire’s society was hierarchical, with a rigid class system. At the top were the patricians, wealthy elites who held significant political power. Below them were the plebeians, free citizens with limited political influence, and the vast numbers of slaves who formed the backbone of the economy. The family unit was central, governed by the paterfamilias, the male head who held absolute authority.
Culturally, the Romans were eclectic, absorbing and adapting elements from the civilizations they encountered, particularly the Greeks. Roman art, literature, and philosophy reflected this synthesis, creating a rich cultural tapestry. Latin, the Roman language, became the lingua franca of the Western world, influencing numerous modern languages.
Roman architecture and engineering achievements were monumental. They perfected the arch, vault, and dome, constructing enduring structures like the Colosseum, Pantheon, and aqueducts. These engineering marvels not only showcased Roman ingenuity but also served practical purposes, from public entertainment to water supply.
2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
Honest Reviews of Tim Han LMA Course Program.pptxtimhan337
Personal development courses are widely available today, with each one promising life-changing outcomes. Tim Han’s Life Mastery Achievers (LMA) Course has drawn a lot of interest. In addition to offering my frank assessment of Success Insider’s LMA Course, this piece examines the course’s effects via a variety of Tim Han LMA course reviews and Success Insider comments.
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
2. Everybody sells! From an early age, you develop communication techniques for trying to get your way in life. Asking someone on a date Asking for a pay increase Asking a teacher to change your grade Applying for a job Your ability to communicate effectively is key to success in life In today’s competitive market the lack of selling capability can put anyone at a disadvantage
3. Did you know? More than ever, today’s salespeople are a dynamic power in the business world. They generate more revenue in the U.S. economy than workers in any other profession Have you thought about a career in sales? Why or why not?
4. The purpose of business Business have two major functions: Production of goods or creation of services Marketing those goods and services Marketing: is the process of creating, communicating, and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders
5. The marketing concept A business philosophy that says the customers’ want-satisfaction is the economic and social justification for a firm’s existence Devoting all company efforts to determining customers’ wants and the satisfying them, while still making a profit Sam Walton once said, “Give the lady what she wants”
6. The marketing mix The marketing mix consists of four main elements: Price Product Place Promotion Also referred to as the four “Ps” of marketing It is the marketing manager’s responsibility to determine how best to use each element in the firm’s marketing efforts Businesses should have consistent marketing efforts
7. Product: It’s more than you think Good: a physical object that can be purchased. A radio, house, car, etc. Is tangible-meaning can be touched Service: an action or activity done for others for a fee Lawyers, plumbers, teacher, taxicab drivers, etc. Intangible-cannot be physical touched Product: is a bundle of tangible and intangible attributes, including packaging, color, and brand, plus the service and even the reputation of the seller Buying a car
8. Price Since product price is often critical to customers, it is an important part of the marketing mix. Price: refers to the value or worth of a product that attracts the buyer to exchange money or something of value for the product How important is price to you?
9. Place Distribution or place: refers to the channel structure used to transfer products from an organization to its customers Products have to be available to customers in the a convenient and accessible location when they want it Have you ever tried to find a product in stores without success?
10. Promotion Promotion: refers to communicating product information to potential customers Four basic parts Personal Selling Advertising Publicity Sales promotion
11. What is selling? The traditional definition: refers to the personal communication of information to persuade a prospective customer to buy something Unfortunately this explanation of personal selling does not explain the best selling philosophy for the 21st century. Why?
12. Personal selling today In the early 2000s the worst side of American business became obvious Corporate corruption Enron, WorldCom, etc. From 1977 to 2001, Gallup found that insurance salespeople, advertisers, and used car salespeople were the three lowest-rated jobs categories on perceived honesty & ethical standards Who do you think rated the lowest?
13. New definition of personal selling The new definition inserts the word unselfish into the traditional definition Personal selling refers to the personal communication of information to unselfishly persuade a prospective customer to buy something Think of your Ya-ya Tell the truth, give the best price, deliver on time, and provide excellent follow-up and service and you will be successful in sales! Golden rule of personal selling: unselfishly treating others as you would like to be treated. Reciprocity is not expected
14. What salespeople are paid to do Salespeople need to sell something “today” to meet the performance goals for: Themselves, in order to earn a living & keep their jobs Their employer, because without the generation of revenues the company fails Their customers, because their products help customers fulfill their needs In the long run, salespeople must build positive long-term relationships with their customers Why? Up to 80% or more of future sales will come from present customers & customer referrals
15. Why choose a sales career? Six major reasons: Service to others Wide variety of sales jobs available Freedom of being on your own The challenge of selling Opportunity for advancement Rewards Financial and Nonfinancial
16. Variety of sales jobs There are hundreds, maybe thousands, of different types of sales positions Almost every good or service you know of has a salesperson who sells it to one or more people Types of sales jobs Retail salesperson Sells goods or services to consumers for their personal use Wholesale salesperson Buys products from manufactures and sell to other organizations Middle man Manufacturer’s sales representative Typically sell directly to wholesalers or retailers
17. Order taker Versus Order getter Order taker: usually will ask the customer what he/she wants or wait for the customer to order They do NOT have a sales strategy and often use no sales presentation Example: think of a waiter Order getter: get new and repeat business using creative sales strategies and a well-executed sales presentation
29. Is a sales career right for you? Ask yourself questions such as these: What are my past accomplishments? What are my future goals? Do I want to have the responsibility of a sales job? Do I mind travel? How much freedom do I want in the job? Do I have the personality characteristics for the job? Am I willing to transfer to another city? Another state? What sales managers look for: Appearance, self-expression, maturity, personality, experience, enthusiasm, interest in the job
30. Sales jobs are different Sales jobs are different from other jobs in several ways: Salespeople represent their companies to the outside world Salespeople typically operate with little or no direct supervision Must be creative, persistent, show initiative, and motivation Salespeople need good diplomacy skills and social poise Salespeople are usually authorized to spend company funds Spent on transportation, meals, and other business expenses Salespeople usually travel daily
31. What does a professional salesperson do? Most people believe that a salesperson only makes sales presentations, but there is much more to the job than just selling Territory Manager-salespeople must plan, organize, and execute activities that increase sales and profits in a given territory A territory is a group of customers usually in a geographical area The coastal area
32. Learning selling skills Selling is both an art and a science Many skills cannot be learned from a textbook...selling takes PRACTICE Much of selling is learned through experience Necessary skills can be summarized into three categories: Conceptual Human Technical
33. Necessary Skills Conceptual Skills: the cognitive ability to see the selling process as a whole and relationship among its parts “think strategically” Human Skills: the seller’s ability to work with and through other people Being able to relate to other people Technical Skills: is the understanding of and proficiency in the performance of specific tasks Presentation skills