Sales management for retail vet

1. Sales
DR MAGEJA (BVSC, UZ)

2. Introduction
 Sales is a term used to describe the activities that lead to the selling
of goods or services. Businesses have sales organizations that are
broken up into different teams. And these sales teams are often
determined based on the region they're selling to, the product or
service they're selling, and the target customer.
 Companies staff entire departments with employees dedicated to
selling their products and services. Salespeople reach out to
contacts that might be interested in purchasing the product or
service that their company is selling — prospects that demonstrate
interest through actions like visiting the company website or
interacting with the company on social media.

3. Sales Goals
 The goal is to reach out to leads who have shown interest in or fit the
description of the company’s target customer, in hopes of providing
them with a solution that results in a purchase of your product or
service.
 While many sales teams are held to monthly quotas and
benchmarks for converting leads and closing deals, the real goal of
sales is solving for the customer.

4. Marketing and sales
 Where can salespeople source leads and prospects? The
campaigns and efforts of the marketing organization are some of
the best ways to generate qualified leads.
 And the State of Inbound- Report found that salespeople source
28% of their leads from marketing. While marketing and sales use
different processes, both business functions impact lead generation
and revenue.
 So, how do sales teams sell? Let’s review the most common types of
sales.

5. Types of sales
 Inside Sales
 Outside Sales
 B2B Sales
 B2C Sales
 Consultative Sales

6. Types of sales in detail.
Inside Sales
 When sales teams engage with their prospects and customers
remotely, often from an office alongside their team members, they
follow an inside sales approach. This means they are selling from
within their company. Organizations that use an inside sales
approach often tend to have leaner, more automated processes
and structured hours.

7. Types of sales.
Outside Sales
 On teams where salespeople broker face-to-face deals with the
prospect, they are following an outside sales approach. This implies
that they are selling from outside their company — traditionally
through door-to-door or field sales. These teams tend to not have
strictly regimented processes, allowing freedom and flexibility for
reps to develop and implement their own sales strategies.

8. Types of sales.
B2B Sales
 This common acronym stands for "business-to-business" and
describes companies that sell products and services to other
businesses, instead of individual consumers.
 B2B sales tend to have a higher ticket value and more complex
terms because the goods sold to other businesses typically play an
essential role in how the buyer’s business operates.
 Within the realm of B2B, sellers can primarily support SMBs (small to
medium businesses) or enterprise customers.

9. Types of sales.
B2C Sales
 Unlike B2B sales, B2C (or business-to-consumer) sales revolve around
transactions between a company and its individual consumers.
These deals tend to be of lower price-value and complexity than
B2B sales and can involve multiple deals with a variety of customers.
 Its sales process is simple, but effective — the company gets
customers interested in their services by offering them a free quote
on their move. Then, the B2C sales reps get to work enticing the
prospective customer to choose their moving service over the
competition because of lower prices and faster moves.

10. Terms of sales
Consultative Sales
 Consultative selling is a style of selling that focuses on building trust
with the customer to understand their needs before recommending
a specific product or service.
 With consultative selling, sales reps focus on building a relationship
with the buyer and leading the sale with how the offering will benefit
the individual customer, instead of solely focusing on the features of
the product to make the sale.

11. Common terms in sales.
Here are some of the common terms that are associated with sales and
selling.
1. Salesperson
 A salesperson is an individual who performs all the activities associated
with selling a product or a service. Synonyms for salesperson include
sales associate, seller, sales agent, and sales rep or representative.
2. Prospect
 A prospect is a point of contact at a company that the salesperson
would like to sell products or services to. The salesperson uses
prospecting techniques like making warm calls, email outreach, and
social selling. And if they're interested in the product or service, the sales
rep can apply different sales closing strategies to turn the prospect into
a customer.

12. Common terms in sales.
Deal
 A deal represents the product or service you'd like to sell and the
price associated with it. Deals have multiple stages, which can vary
depending on the business, its processes, products, and industry —
and deal performance can be tracked using a CRM. Salespeople
can put together deal plans to make the selling process easier on
the prospect and the sales rep.

13. Common terms in sales.
4. Sales Pipeline
 Sales pipeline describes all the steps in your sales process. It gives
salespeople a visual representation of where prospects are in the
sales cycle.
5. Sales Plan
 The sales plan outlines the goals, objectives, and strategies for a
sales organization. It includes details about target customers, market
conditions, revenue targets, pricing, team structure, and more. It
also lays out the tactics the sales teams will use to achieve their
goals.

14. Types of Sales Methodologies.
 Solution Selling: Solution selling is when the salesperson leads the
conversation with the benefits that a custom solution will give the
prospect. This method acknowledges that prospects are informed
and have done their research on the product or service before the
sales rep reaches out.
 Inbound Selling: With this sales method, salespeople act as a
consultant. They meet the prospects where they are and solve for
prospects' pain points.
 SPIN Selling: SPIN is used to describe the four types of questions
salespeople should ask their clients: Situation, Problem, Implication,
and Need-Payoff. The questions identify the prospect's pain points
and help the salesperson build rapport with the buyer.

15. Types of Sales Methodologies.
 N.E.A.T. Selling: This is a framework that's used to qualify leads. N.E.A.T.
stands for: core needs, economic impact, access to authority, and
compelling event.
 Conceptual Selling: Conceptual selling is a method where salespeople
uncover the prospect’s concept of their product and seek to
understand the prospect's decision process.
 SNAP Selling: SNAP selling is an acronym for: Keep it Simple, be
iNvaluable, always Align, and raise Priorities.
 The Challenger Sale: The Challenger Sale follows a teach-tailor-take
control process. Salespeople teach the prospect, tailor their
communications, and take control of the sale.

16. Types of Sales Methodologies.
 The Sandler System: This system prioritizes building mutual trust
between the sales rep and prospect. The salesperson acts as an
advisor and asks questions to identify the prospect's challenges.
 Customer Centric Selling: With this method, the salesperson focuses
on communicating with the key decision-makers in the sale, and
finding solutions to address their pain points or challenges.
 MEDDIC: MEDDIC stands for: metrics, economic buyer, decision
criteria, decision process, identify pain, champion. The salesperson
asks questions about these topics to help move the prospect to
move forward in the sales process.