Sales mgmt
•Download as PPT, PDF•
3 likes•2,097 views
The document discusses solution selling versus product selling. Solution selling focuses on addressing the customer's needs rather than just selling a product. It involves prospecting, diagnosing customer needs, crafting solutions, establishing value, negotiating access to decision makers, and following up to ensure customer success. Product selling concentrates more on pushing products through advertising and demonstrations. The document also outlines the consumer decision making process for solutions selling, which involves project scoping, summarizing objectives and strategy, establishing campaign scope, and focusing on service differentials rather than price competition.
Report
Share
Report
Share
![[object Object]](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)
Recommended
Solution Selling Methodology Training
Here are 3 potential reasons salespeople may be spending too much time servicing existing customers rather than prospecting for new accounts:
1. Customers are required to place all orders through their assigned salesperson, taking up a high percentage of the salesperson's time.
2. Many sales calls are simply taking orders rather than developing new business opportunities.
3. The competition offers customers alternative ways to place orders like online, freeing up the salesperson's time.
Does exploring these potential reasons and impacts help uncover the underlying issues and capabilities that could address them? Let me know if you need any clarification or have additional questions.
Solution Selling
How to create and sustain a high performance sales culture that keeps the customer in the center of attention
Managing our sales in a downturn economy
What is Solution Selling®?
The document discusses the key principles of solution selling. It emphasizes that the customer is the focal point and helping customers solve problems and achieve measurable results is the basis for all actions. It describes solution selling as having a defined approach that details what to do and how to do it. It also involves methodologies, skills, and sales tools working together to perform critical sales tasks like prospecting, planning, accessing decision makers, qualification, negotiating and more. The goal is to drive desired behaviors and results through analyzing pipelines, qualifying opportunities, and coaching.
Startupfest 2012- Random Acts of Marketing are Killing Your Startup
Marketing is a big term that covers lead generation, media relations, content marketing, social media, messaging, sales support and a huge heap of other things. Most startups have a puny budget and few (if any) dedicated marketing folks to get this stuff done. Yet many manage their marketing efforts more like a random to-do list than an integrated program. In this talk we’ll talk about the common pitfalls of disorganized startup marketing execution and outline a lightweight template for creating a marketing plan that makes that most of your limited marketing resources.
Thoughts on building a start up
The document provides tips for small businesses to successfully compete against larger competitors. It recommends that small businesses remain flexible and nimble to customize their offerings for customers. It also stresses the importance of speed in sales, customer service, and follow up. The document advises gathering testimonials from customers and assigning staff to closely work with customers after sales to strengthen relationships and gain referrals. It also suggests leveraging strategic partnerships, involving multiple company representatives in sales, and maintaining a focused sales strategy and messaging.
Sales Opportunity Review Template
This document provides a template for reviewing open sales opportunities and ensuring a win. It discusses gathering facts about the customer and opportunity, assessing where the sales process and customer's buying process are aligned. It also covers positioning against competitors, how to position yourself for winning a deal, focusing on total cost of ownership, value, and relationship building.
Building an enterprise sales strategy
The document provides guidance on building an effective enterprise sales strategy and team. It recommends establishing a genuine sales leader, executing well-defined processes, using concise messaging focused on buyer needs, identifying opportunities, and measuring success through analytics. Prospect-focused selling is emphasized over reputation-based selling, involving understanding buyer goals and solving problems through solutions rather than presentations. Key elements of the sales process include identifying needs, establishing value, providing proof, and managing competition.
The marketing and sales process - Jan 10 2016 version
It's been a few months and I have improving my big sales process example, which includes marketing at the start and services at the end, since I believe a company should have the entire customer journey in mind when marketing, selling and servicing. Maybe one day I'll work in how product management and engineering overlays on this too.
This version now includes a few more details, but also suggestions as to where this document can guide an employee for more information, tools, content or training.
Recommended
Solution Selling Methodology Training
Here are 3 potential reasons salespeople may be spending too much time servicing existing customers rather than prospecting for new accounts:
1. Customers are required to place all orders through their assigned salesperson, taking up a high percentage of the salesperson's time.
2. Many sales calls are simply taking orders rather than developing new business opportunities.
3. The competition offers customers alternative ways to place orders like online, freeing up the salesperson's time.
Does exploring these potential reasons and impacts help uncover the underlying issues and capabilities that could address them? Let me know if you need any clarification or have additional questions.
Solution Selling
How to create and sustain a high performance sales culture that keeps the customer in the center of attention
Managing our sales in a downturn economy
What is Solution Selling®?
The document discusses the key principles of solution selling. It emphasizes that the customer is the focal point and helping customers solve problems and achieve measurable results is the basis for all actions. It describes solution selling as having a defined approach that details what to do and how to do it. It also involves methodologies, skills, and sales tools working together to perform critical sales tasks like prospecting, planning, accessing decision makers, qualification, negotiating and more. The goal is to drive desired behaviors and results through analyzing pipelines, qualifying opportunities, and coaching.
Startupfest 2012- Random Acts of Marketing are Killing Your Startup
Marketing is a big term that covers lead generation, media relations, content marketing, social media, messaging, sales support and a huge heap of other things. Most startups have a puny budget and few (if any) dedicated marketing folks to get this stuff done. Yet many manage their marketing efforts more like a random to-do list than an integrated program. In this talk we’ll talk about the common pitfalls of disorganized startup marketing execution and outline a lightweight template for creating a marketing plan that makes that most of your limited marketing resources.
Thoughts on building a start up
The document provides tips for small businesses to successfully compete against larger competitors. It recommends that small businesses remain flexible and nimble to customize their offerings for customers. It also stresses the importance of speed in sales, customer service, and follow up. The document advises gathering testimonials from customers and assigning staff to closely work with customers after sales to strengthen relationships and gain referrals. It also suggests leveraging strategic partnerships, involving multiple company representatives in sales, and maintaining a focused sales strategy and messaging.
Sales Opportunity Review Template
This document provides a template for reviewing open sales opportunities and ensuring a win. It discusses gathering facts about the customer and opportunity, assessing where the sales process and customer's buying process are aligned. It also covers positioning against competitors, how to position yourself for winning a deal, focusing on total cost of ownership, value, and relationship building.
Building an enterprise sales strategy
The document provides guidance on building an effective enterprise sales strategy and team. It recommends establishing a genuine sales leader, executing well-defined processes, using concise messaging focused on buyer needs, identifying opportunities, and measuring success through analytics. Prospect-focused selling is emphasized over reputation-based selling, involving understanding buyer goals and solving problems through solutions rather than presentations. Key elements of the sales process include identifying needs, establishing value, providing proof, and managing competition.
The marketing and sales process - Jan 10 2016 version
It's been a few months and I have improving my big sales process example, which includes marketing at the start and services at the end, since I believe a company should have the entire customer journey in mind when marketing, selling and servicing. Maybe one day I'll work in how product management and engineering overlays on this too.
This version now includes a few more details, but also suggestions as to where this document can guide an employee for more information, tools, content or training.
A Detailed Buyer / Customer Journey - 6-June-2018 version
The process to bring a stranger with lead generation, through a sales process, to a repeat customer with customer success: Sales operations, sales enablement, sales process.
Value Based Selling™ business model - Intro
The document discusses a value discovery process for assessing business opportunities and developing a business case for a potential solution called RP. It involves collaborative workshops to understand customer strategies, pain points, and value opportunities. Key activities include developing benefit hypotheses, conducting interviews, identifying priority areas, and building quantitative models to forecast benefits. The final deliverable is a business case presentation to executive leadership outlining the value proposition, costs, and benefits of the potential RP solution.
Go-to-Market Strategy - Entrepreneurship 101
This lecture provides practical tips on how to prepare to enter the marketplace with your product. It is relevant for all start-ups that are still in a development phase and contemplating the various pieces that need to be in place for product launch. Case studies are used to emphasize the importance of taking a customer-centred approach to market entry and illustrate the barriers to scaling and selling your product.
CUSTOMER INSIGHT
This presentation discusses how to gather customer insight and use it to grow a customer database. It examines customer segmentation to identify opportunities. Customer insight is gained by understanding emotional and rational drivers that influence customer perceptions. The goal is to uncover hidden forces that shape customer attitudes, beliefs, motivations and behaviors. A survey found the top reasons customers buy are need, customer service, value and cost. Current satisfied customers, referrals and market leaders are top trusted sources in the buying process. Segmentation helps identify appropriate channels, focus branding, and target audiences. Creating a customer-focused culture and team is key to establishing customer loyalty through commitment, positive experiences, and addressing issues. Metrics should measure both company and employee performance on customer focus.
Key Account Management
Key account management is a strategic business approach that ensures long-term partnerships with important customers. It is an integrative element of business strategy, not an isolated process. For KAM to achieve its full potential, it must be positioned as core to the business. Developing internal capabilities through knowledge, structures, systems and tools is also required for long-term success. The objectives of KAM include maximizing sales velocity, increasing average deal size and customer loyalty to drive down costs and create value for customers.
Master's certificate in sales management day 2 (march 2016)
The document discusses a Master's program in sales management that focuses on turning corporate strategy into effective sales strategy and execution, including avoiding common errors in sales strategy like treating all customers the same and not adjusting sales processes for longer sales cycles. It provides frameworks and examples to help sales leaders implement strategic planning and reviews to drive successful sales outcomes.
What is Key Account Management
1) Key account management (KAM) involves developing long-term relationships with strategic customers and understanding their needs in depth to develop special offers that provide advantages over competitors.
2) Companies implement KAM to retain existing customers during downturns and to manage large, important accounts. It also reduces the chances of solutions being replaced by competitors.
3) The goals of a key account manager are to keep customers feeling positive ("glad") about purchases by solving their past, current and future problems, and identifying their needs to develop strategic offers and reinforce the value of the relationship.
Sales Process - Double Sales Rep Revenue in 5 Steps
This presentation provides the basic 5 steps that are used to build a formal sales process that can double your Sales Reps revenue. The key to success lies in the adoption of the designed process. A presentation by Sales Benchmark Index, A Sales Consulting Firm.
Chapter 1 sales management strategy sales and distribution management
This document discusses sales management strategies and the role of sales managers. It covers the definition of sales management, the importance of relationship-based selling, steps for designing and managing a sales force, duties and responsibilities of sales managers, and tips for sales manager success. Key aspects include planning, directing, motivating and evaluating personal selling teams; developing positive customer relationships; and organizing sales activities to meet company objectives and standards.
The new Strategic Selling
A summarized review of the New Strategic Selling book for training, with added bits from Conceptual Selling, by Robert B. Miller and Stephen E. Heiman
Deejay Group- Go to Market Strategy
Deejay Farms plans to expand its coconut product portfolio and distribution channels. It will focus on procuring coconut from major producing states like Kerala, Tamil Nadu, and Karnataka. Deejay's product line will include staples like coconut water and milk as well as value-added goods like sweets, vinegar, and oil. It will target retail outlets, corporates, wholesalers, distributors, and farmers. Deejay will utilize both urban and rural distribution networks, employing C&F agents, wholesalers, and a hub-and-spoke model to reach customers. Key partners will include banks to assist farmers and government bodies like the Coconut Development Board.
Rethinking Sales Force Toastmasters Short Version
The document discusses rethinking the sales force and focusing on value creation rather than just product promotion. It outlines three types of customers - transactional, consultative, and strategic - that require different types of sales approaches. Transactional customers want lower costs, consultative need help understanding products, and strategic seek partnerships. To shift to value creation, companies should develop a value vision, restructure sales around customer types, improve value-enabling capabilities, and align metrics and compensation with value strategies. Differentiating customers and maximizing efforts for consultative sales is also recommended.
Solution Selling 2.0 with Jurgen Heyman SPI
Solution Selling 2.0 - presented by Jurgen Heyman, SPI at Salesmakeover seminar 21 march 2014 in Stockholm Sweden
Master's program in sales management strategy final
This document outlines an agenda for a Master's program in sales management. The agenda covers topics such as corporate strategy fundamentals, aligning marketing strategy with sales, elements of sales strategy, and managing leading indicators. It also includes exercises where participants analyze the strategy, culture, and value propositions of their companies. Case studies and group work are utilized to help participants apply the concepts to their own organizations.
Segmentation Best Practices
One of the first steps to creating or refreshing your customer success strategy is to develop a holistic segmentation approach that allows you to deliver on customer needs in an affordable way. In this webinar, we'll explore frameworks and benchmarks to help you get started on crafting your strategy.
Pre sales preparation
The document discusses the importance of pre-sales in businesses. It defines pre-sales as distinct from marketing and sales operations, focusing on activities like qualifying leads, bidding on deals, and renewing deals. This allows businesses to consistently achieve win rates of 40-50% on new business and 80-90% on renewal business. The document then outlines the key steps in a pre-sales cycle, including market research, prospecting and qualifying leads, product demonstrations, identifying pain points, providing solutions, and closing deals to help with renewal and referrals. It emphasizes how an effective pre-sales process can help businesses better understand markets, identify the right leads, and provide tailored solutions to address customer needs.
Segmentation, Value proposition & Go-to-market approach
On Friday 22 November 2013 in Stockholm, Implement Consulting Group once again invited the members of the Commercial Excellence Forum to an event of inspiration and discussion with peers.
This time focus was on segmentation – and how segmentation and a better understanding of customer needs and behaviour is a foundation for a more clear differentiation and effective sales approach.
Sebastien Leichtnam talked about his experience in managing sales development within Tetra Pak Technical Service and explained how Tetra Pak has grown their business through the development of segment-specific offerings and services. Tetra Pak has developed a customer segmentation model which is built on customers’ operational maturity as well as their willingness to outsource.
Selling Solutions Using a Compelling Value Proposition
In a webinar presented by Marty Gilbert, president, Growth Initiatives LLC, and Bob Sherlock, president, Marketwerks, learn how to lay the foundation for solution selling, and then execute it. CompTIA’s webinar focuses on how to develop well-targeted value propositions for each customer segment, and bring them to market successfully.
BACK TO ZERO - Understanding who our customers really are and what to do with...
Marcus Evans CX 4.0 Conference
BACK TO ZERO - Understanding who our Customers Really are and What to do with Them
Introduction to Sales Process Automation
This document introduces sales process automation and its benefits. It discusses how automating sales processes can help managers achieve more consistent sales performance by having online access to key sales data like calls, tasks, documents, and the sales pipeline. Some challenges of automation include managing change and potential resistance from salespeople. The document recommends addressing challenges through incremental change, optimizing existing information, top-down adoption with incentives, and ongoing training. A case study shows how one company overcame inconsistent performance through a two-year automation implementation that integrated systems and centralized management.
Mkt & sales strategy ppt, ike tandoh
This proposal outlines a business development roadmap with the goals of promoting effective sales growth. It recommends conducting a SWOT analysis and audit to identify issues. A comprehensive marketing plan is proposed using both online and offline strategies, including digital marketing, product demonstrations, and trade shows. The proposal also suggests expanding product offerings, increasing sales activities through partnerships and loyalty programs, motivating and rewarding staff, and reviewing pricing and payment plans. The summary action plan is to train sales and marketing teams, increase transactions, sell more to each customer, implement sales cycles, upsell, cross-sell, and increase sales frequency while mastering products and the industry.
Ent300 Module08
This document outlines the steps and components of preparing a marketing plan for a small business. The 9 steps are: 1) setting marketing objectives, 2) determining product/service, 3) identifying target market, 4) analyzing market trends and size, 5) assessing competition, 6) forecasting sales, 7) developing marketing strategy, 8) planning marketing personnel, and 9) preparing a marketing budget. Key marketing strategies include product, pricing, placement, and promotion strategies. The marketing plan helps entrepreneurs evaluate market acceptance, develop marketing strategies, and estimate required resources.
More Related Content
What's hot
A Detailed Buyer / Customer Journey - 6-June-2018 version
The process to bring a stranger with lead generation, through a sales process, to a repeat customer with customer success: Sales operations, sales enablement, sales process.
Value Based Selling™ business model - Intro
The document discusses a value discovery process for assessing business opportunities and developing a business case for a potential solution called RP. It involves collaborative workshops to understand customer strategies, pain points, and value opportunities. Key activities include developing benefit hypotheses, conducting interviews, identifying priority areas, and building quantitative models to forecast benefits. The final deliverable is a business case presentation to executive leadership outlining the value proposition, costs, and benefits of the potential RP solution.
Go-to-Market Strategy - Entrepreneurship 101
This lecture provides practical tips on how to prepare to enter the marketplace with your product. It is relevant for all start-ups that are still in a development phase and contemplating the various pieces that need to be in place for product launch. Case studies are used to emphasize the importance of taking a customer-centred approach to market entry and illustrate the barriers to scaling and selling your product.
CUSTOMER INSIGHT
This presentation discusses how to gather customer insight and use it to grow a customer database. It examines customer segmentation to identify opportunities. Customer insight is gained by understanding emotional and rational drivers that influence customer perceptions. The goal is to uncover hidden forces that shape customer attitudes, beliefs, motivations and behaviors. A survey found the top reasons customers buy are need, customer service, value and cost. Current satisfied customers, referrals and market leaders are top trusted sources in the buying process. Segmentation helps identify appropriate channels, focus branding, and target audiences. Creating a customer-focused culture and team is key to establishing customer loyalty through commitment, positive experiences, and addressing issues. Metrics should measure both company and employee performance on customer focus.
Key Account Management
Key account management is a strategic business approach that ensures long-term partnerships with important customers. It is an integrative element of business strategy, not an isolated process. For KAM to achieve its full potential, it must be positioned as core to the business. Developing internal capabilities through knowledge, structures, systems and tools is also required for long-term success. The objectives of KAM include maximizing sales velocity, increasing average deal size and customer loyalty to drive down costs and create value for customers.
Master's certificate in sales management day 2 (march 2016)
The document discusses a Master's program in sales management that focuses on turning corporate strategy into effective sales strategy and execution, including avoiding common errors in sales strategy like treating all customers the same and not adjusting sales processes for longer sales cycles. It provides frameworks and examples to help sales leaders implement strategic planning and reviews to drive successful sales outcomes.
What is Key Account Management
1) Key account management (KAM) involves developing long-term relationships with strategic customers and understanding their needs in depth to develop special offers that provide advantages over competitors.
2) Companies implement KAM to retain existing customers during downturns and to manage large, important accounts. It also reduces the chances of solutions being replaced by competitors.
3) The goals of a key account manager are to keep customers feeling positive ("glad") about purchases by solving their past, current and future problems, and identifying their needs to develop strategic offers and reinforce the value of the relationship.
Sales Process - Double Sales Rep Revenue in 5 Steps
This presentation provides the basic 5 steps that are used to build a formal sales process that can double your Sales Reps revenue. The key to success lies in the adoption of the designed process. A presentation by Sales Benchmark Index, A Sales Consulting Firm.
Chapter 1 sales management strategy sales and distribution management
This document discusses sales management strategies and the role of sales managers. It covers the definition of sales management, the importance of relationship-based selling, steps for designing and managing a sales force, duties and responsibilities of sales managers, and tips for sales manager success. Key aspects include planning, directing, motivating and evaluating personal selling teams; developing positive customer relationships; and organizing sales activities to meet company objectives and standards.
The new Strategic Selling
A summarized review of the New Strategic Selling book for training, with added bits from Conceptual Selling, by Robert B. Miller and Stephen E. Heiman
Deejay Group- Go to Market Strategy
Deejay Farms plans to expand its coconut product portfolio and distribution channels. It will focus on procuring coconut from major producing states like Kerala, Tamil Nadu, and Karnataka. Deejay's product line will include staples like coconut water and milk as well as value-added goods like sweets, vinegar, and oil. It will target retail outlets, corporates, wholesalers, distributors, and farmers. Deejay will utilize both urban and rural distribution networks, employing C&F agents, wholesalers, and a hub-and-spoke model to reach customers. Key partners will include banks to assist farmers and government bodies like the Coconut Development Board.
Rethinking Sales Force Toastmasters Short Version
The document discusses rethinking the sales force and focusing on value creation rather than just product promotion. It outlines three types of customers - transactional, consultative, and strategic - that require different types of sales approaches. Transactional customers want lower costs, consultative need help understanding products, and strategic seek partnerships. To shift to value creation, companies should develop a value vision, restructure sales around customer types, improve value-enabling capabilities, and align metrics and compensation with value strategies. Differentiating customers and maximizing efforts for consultative sales is also recommended.
Solution Selling 2.0 with Jurgen Heyman SPI
Solution Selling 2.0 - presented by Jurgen Heyman, SPI at Salesmakeover seminar 21 march 2014 in Stockholm Sweden
Master's program in sales management strategy final
This document outlines an agenda for a Master's program in sales management. The agenda covers topics such as corporate strategy fundamentals, aligning marketing strategy with sales, elements of sales strategy, and managing leading indicators. It also includes exercises where participants analyze the strategy, culture, and value propositions of their companies. Case studies and group work are utilized to help participants apply the concepts to their own organizations.
Segmentation Best Practices
One of the first steps to creating or refreshing your customer success strategy is to develop a holistic segmentation approach that allows you to deliver on customer needs in an affordable way. In this webinar, we'll explore frameworks and benchmarks to help you get started on crafting your strategy.
Pre sales preparation
The document discusses the importance of pre-sales in businesses. It defines pre-sales as distinct from marketing and sales operations, focusing on activities like qualifying leads, bidding on deals, and renewing deals. This allows businesses to consistently achieve win rates of 40-50% on new business and 80-90% on renewal business. The document then outlines the key steps in a pre-sales cycle, including market research, prospecting and qualifying leads, product demonstrations, identifying pain points, providing solutions, and closing deals to help with renewal and referrals. It emphasizes how an effective pre-sales process can help businesses better understand markets, identify the right leads, and provide tailored solutions to address customer needs.
Segmentation, Value proposition & Go-to-market approach
On Friday 22 November 2013 in Stockholm, Implement Consulting Group once again invited the members of the Commercial Excellence Forum to an event of inspiration and discussion with peers.
This time focus was on segmentation – and how segmentation and a better understanding of customer needs and behaviour is a foundation for a more clear differentiation and effective sales approach.
Sebastien Leichtnam talked about his experience in managing sales development within Tetra Pak Technical Service and explained how Tetra Pak has grown their business through the development of segment-specific offerings and services. Tetra Pak has developed a customer segmentation model which is built on customers’ operational maturity as well as their willingness to outsource.
Selling Solutions Using a Compelling Value Proposition
In a webinar presented by Marty Gilbert, president, Growth Initiatives LLC, and Bob Sherlock, president, Marketwerks, learn how to lay the foundation for solution selling, and then execute it. CompTIA’s webinar focuses on how to develop well-targeted value propositions for each customer segment, and bring them to market successfully.
BACK TO ZERO - Understanding who our customers really are and what to do with...
Marcus Evans CX 4.0 Conference
BACK TO ZERO - Understanding who our Customers Really are and What to do with Them
Introduction to Sales Process Automation
This document introduces sales process automation and its benefits. It discusses how automating sales processes can help managers achieve more consistent sales performance by having online access to key sales data like calls, tasks, documents, and the sales pipeline. Some challenges of automation include managing change and potential resistance from salespeople. The document recommends addressing challenges through incremental change, optimizing existing information, top-down adoption with incentives, and ongoing training. A case study shows how one company overcame inconsistent performance through a two-year automation implementation that integrated systems and centralized management.
What's hot (20)
A Detailed Buyer / Customer Journey - 6-June-2018 version
A Detailed Buyer / Customer Journey - 6-June-2018 version
Master's certificate in sales management day 2 (march 2016)
Master's certificate in sales management day 2 (march 2016)
Sales Process - Double Sales Rep Revenue in 5 Steps
Sales Process - Double Sales Rep Revenue in 5 Steps
Chapter 1 sales management strategy sales and distribution management
Chapter 1 sales management strategy sales and distribution management
Master's program in sales management strategy final
Master's program in sales management strategy final
Segmentation, Value proposition & Go-to-market approach
Segmentation, Value proposition & Go-to-market approach
Selling Solutions Using a Compelling Value Proposition
Selling Solutions Using a Compelling Value Proposition
BACK TO ZERO - Understanding who our customers really are and what to do with...
BACK TO ZERO - Understanding who our customers really are and what to do with...
Similar to Sales mgmt
Mkt & sales strategy ppt, ike tandoh
This proposal outlines a business development roadmap with the goals of promoting effective sales growth. It recommends conducting a SWOT analysis and audit to identify issues. A comprehensive marketing plan is proposed using both online and offline strategies, including digital marketing, product demonstrations, and trade shows. The proposal also suggests expanding product offerings, increasing sales activities through partnerships and loyalty programs, motivating and rewarding staff, and reviewing pricing and payment plans. The summary action plan is to train sales and marketing teams, increase transactions, sell more to each customer, implement sales cycles, upsell, cross-sell, and increase sales frequency while mastering products and the industry.
Ent300 Module08
This document outlines the steps and components of preparing a marketing plan for a small business. The 9 steps are: 1) setting marketing objectives, 2) determining product/service, 3) identifying target market, 4) analyzing market trends and size, 5) assessing competition, 6) forecasting sales, 7) developing marketing strategy, 8) planning marketing personnel, and 9) preparing a marketing budget. Key marketing strategies include product, pricing, placement, and promotion strategies. The marketing plan helps entrepreneurs evaluate market acceptance, develop marketing strategies, and estimate required resources.
Planning for effectiveness
The document provides guidance on effective advertising and campaign planning. It discusses setting objectives, key performance indicators (KPIs), and measuring campaign effectiveness. Objectives should be set with clients and span both soft and hard measures. Effectiveness is measured by comparing metrics like awareness, sales, and profits to objectives. A campaign effects model is recommended to plan how communications create business value by driving attitudes, behaviors, and outcomes. The model helps ensure campaigns are evaluated properly and convince stakeholders of the communications' role and value.
Interactive Mmt
The document discusses the basics of marketing. It defines marketing as the act of buying and selling in a market, involving the transfer of goods from producer to consumer. The marketing mix, which includes the product, price, place, promotion, and people is the basic framework for marketing. Marketing is important for today's economy as it allows businesses to gain an edge over competition and expand their customer base. The marketing mix elements and a product's lifecycle from introduction to growth, maturity, and decline are also overviewed.
Marketing, Sales, or Buyer Alignment
The document discusses aligning marketing and sales teams through either a marketing and sales alignment approach or a buyer alignment approach. It notes the challenges of alignment as buyers take more control of the sales process and channels multiply. The rest of the document outlines the agenda and options for alignment, including best practices around shared resources, metrics, and processes. It emphasizes integrating the buyer's perspective into alignment efforts to improve outcomes like quota attainment and win rates. The document provides frameworks and recommendations for assessing alignment needs, integrating the buyer journey, and aligning messaging and content with buyer focus.
Marketing mix and sale promotion
This document provides an overview of marketing mix and sales promotion concepts. It begins with defining key marketing terms like the marketing process, customers, and the 4Ps of marketing mix - product, price, place, and promotion. It then discusses various promotion tools including advertising, public relations, sales promotion, and personal selling. It provides examples of each tool and discusses their advantages and disadvantages. The document aims to explain basic marketing management concepts.
Marketing management
The document discusses key concepts in marketing management including the marketing mix, different marketing concepts, demand forecasting methods, market segmentation, and business to business marketing segmentation. Specifically, it defines marketing management as planning and executing the pricing, promotion, and distribution of goods and services. It also explains the four Ps of the marketing mix - product, price, promotion, and place.
Start up presentation
The document provides a sales strategy prepared by Moses Dokoria. It begins by outlining key elements of a sales strategy including identifying target customers, products, and sales methods. It then discusses developing an effective sales strategy that is aligned with business and marketing plans. The strategy should identify key aims, set a clear market strategy, plan costs of customer acquisition, document how to reach each customer, include sales forecasting and budgets, resources required to meet the plan, and metrics to measure performance. When approaching potential customers, the document recommends identifying if they are business-to-business or business-to-consumer and tailoring the approach accordingly. It also provides tips for negotiating with customers such as establishing credibility, developing multiple contacts, neutral
01 marketing concepts
The document provides an overview of key marketing concepts and terms, including definitions of marketing, the marketing mix (4Ps and 4Cs), differences between sales and marketing, the scope of what can be marketed, core concepts like customer needs and wants, and factors that influence marketing strategy like the external environment. It also discusses topics like target markets, the marketing plan, the marketing process, product types and product mix, customers and understanding customer value.
01 marketing concepts
The document provides an overview of key marketing concepts and terms, including definitions of marketing, the marketing mix (4Ps and 4Cs), differences between sales and marketing, the scope of what can be marketed, core concepts like customer needs and wants, and factors that influence marketing strategy like the external environment. It also discusses topics like target markets, the marketing plan, the marketing process, product types and product mix, customers and understanding customer value.
Shawn Loudenback Overview Sales Strategic Development.1
The document provides an overview of Shawn Loudenback's background and expertise in business development, sales, marketing, and strategic planning. It then discusses Shawn's approach to strategic development, including analyzing customers, competitors, the market, and a company's internal and external environments. The document also outlines Shawn's TOPSales methodology, which focuses on targeted offerings, optimized tools and processes, performance management, and sales force deployment. Finally, it discusses best practices for setting sales quotas and sales processes.
Strategies for Managing Sales Teams: How to find, select and compensate these...
Strategies for Managing Sales Teams: How to find, select and compensate these...MaRS Discovery District
Hiring, managing and compensating effective salespeople is one of the biggest challenges faced by young companies, it can also be the area where most executives have the least experience and the most discomfort from a management perspective. This practical, experience based session will work through the importance of identifying, sourcing and hiring the right person for the needs of your business, considerations in managing them, and structuring compensation plans to incent the right results, and protecting the company's ability to turn a profit.
Helen Robert and Lynn Cameron, Managing Partners of TechEdge, and
Margo Crawford, President & CEO, Business SherpaMarketing-Strategy.pptx
This document provides an overview of marketing strategies. It defines marketing strategy as a process that allows companies to target limited resources on the best opportunities to increase sales and achieve a competitive advantage. The document then discusses different types of marketing strategies such as business-to-business, business-to-consumer, paid advertising, cause marketing, relationship marketing, and more. It also outlines some advantages of marketing strategies like improved efficiency and targeted approaches, as well as some potential disadvantages like getting stuck with a strategy if it fails or decreases the perceived value of a product.
Go to market strategy by Certius Consultancy Iran
REACH THE RIGHT CUSTOMERS THROUGH THE RIGHT CHANNELS WITH THE RIGHT VALUE PROPOSITION EFFICIENTLY & EFFECTIVELY
Advertising & salespromotion
The document discusses various aspects of integrated marketing communications including advertising, sales promotion, publicity and public relations, and personal selling. It covers objectives, decisions, and evaluation for each area. Key factors discussed are media selection, types, timing and allocation for advertising. Major decisions, tools, and impact evaluation are covered for sales promotion. The roles and major decisions for marketing PR are also summarized. Personal selling discusses designing the sales force, managing it, and principles of personal selling.
Mmi marketing 3
The document discusses marketing strategy and the 4 Ps of marketing - product, price, place (distribution), and promotion. It provides details on developing strategies for each of the 4 Ps, including how to create new products, set prices, and conduct various promotional activities like advertising, sales promotions, direct marketing, and direct sales. Key recommendations include testing new products before launch, customizing prices, and evaluating the effectiveness of promotional campaigns.
marketing mix.pptx
The document discusses the importance of the marketing mix, specifically the 7Ps (Product, Price, Place, Promotion, People, Process, and Physical Evidence), in developing an effective marketing strategy. It provides descriptions of each of the 7Ps and questions businesses should consider to evaluate their marketing performance in each area. Analyzing the 7Ps can help businesses identify strengths, weaknesses, and opportunities to improve their marketing approach and competitive position in the market.
Marketing Plan Strategic Development
This document outlines the key components of developing an effective marketing strategy in 3 steps or less:
1. Conduct a thorough market analysis to understand market size, trends, segmentation, target markets, competitors, and consumer behavior.
2. Evaluate your company's strengths, weaknesses, opportunities, and threats to determine your current market position.
3. Develop a comprehensive marketing mix strategy addressing the 4 P's of product, price, place, and promotion tailored to your target market and positioning.
BEN Investability Greville Commins
The document discusses key aspects of developing marketing and sales strategies for a business plan. It covers defining marketing, conducting market research, choosing a target market, understanding competition, developing a marketing strategy and plan, marketing communications, and developing a sales strategy and process. The key points are that an effective marketing plan should define specific activities to achieve objectives, and the sales process must be understood as it affects key investment factors like costs, growth and profitability. Investors will focus on how the company will take the product to market and deliver business objectives.
Unit iv pricing
This document discusses various aspects of pricing, including objectives of pricing, factors influencing pricing, and pricing strategies. It provides details on different pricing methods such as cost-oriented pricing, customer demand-oriented pricing, and competition-oriented pricing. The document also covers topics like promotion mix, advertising, sales promotion, personal selling, publicity, public relations, and media management.
Similar to Sales mgmt (20)
Shawn Loudenback Overview Sales Strategic Development.1
Shawn Loudenback Overview Sales Strategic Development.1
Strategies for Managing Sales Teams: How to find, select and compensate these...
Strategies for Managing Sales Teams: How to find, select and compensate these...
More from spreet1304
Southwest airlines ppt
Southwest Airlines prioritizes putting employees first to ensure good customer service. It aims to get passengers to their destinations on time at the lowest fares while providing a fun experience. Southwest operates over 500 Boeing 737 aircraft on more than 3,300 daily flights serving 58 cities across the United States. It has achieved profitability for 36 consecutive years through strategies like point-to-point routes, fuel hedging, and third-degree price discrimination.
Porter five forces analysis
The document discusses marketing strategy and Porter's Five Forces model. It defines marketing strategy as focusing resources on actions to increase sales and market share. It also outlines Porter's Five Forces framework for industry analysis, which examines the competitive forces that shape an industry and its profit potential. Specifically, it analyzes the cola industry using Porter's Five Forces to understand rivalry, substitute products, buyer power, supplier power, and barriers to entry.
Mrp
MRP is a computer-based inventory system used to manage the manufacturing process by scheduling and filling orders for raw materials manufactured into finished products. It fulfills three main functions: ensuring dependent demand items are stocked, maintaining optimal cost-effective inventory levels, and planning purchases, deliveries, and daily manufacturing processes. MRP was later expanded as MRP II to plan for all company resources used in manufacturing, including areas beyond raw materials like human resources, financing, marketing, and engineering.
Logistics final
This document discusses logistics management and its link to inventory control. It defines key terms like logistics, inventory, and inventory control methods. It explains that logistics management plans and controls the flow of goods and services between the point of origin and consumption. Inventory includes raw materials, work in progress, and finished goods. The document outlines challenges of inventory control like tracking, costs, demand and supply forecasting, and strategic location management. It provides examples of companies that have struggled with inventory management.
Managing change-and-innovation
This document discusses managing change and innovation in organizations. It contrasts two metaphors for change - calm waters and white-water rapids. It describes what managers can change, why people resist change, and techniques to reduce resistance. It also discusses stimulating and nurturing innovation, differentiating between creativity and innovation, and how organizations can encourage innovation through their structure, culture and human resource practices.
Strategic marketing
The document discusses internal analysis of a company. It covers several topics related to internal analysis including performance measurement, financial performance, brand loyalty, product quality, employee capability, organizational capabilities, and business portfolio analysis. Specifically, it discusses using tools like the BCG matrix and GE matrix to evaluate different business units and determine strategic implications based on their industry attractiveness and business unit strength.
More from spreet1304 (6)
Recently uploaded
Creative Web Design Company in Singapore
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...❼❷⓿❺❻❷❽❷❼❽ Dpboss Kalyan Satta Matka Guessing Matka Result Main Bazar chart
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Final ank Satta Matka Dpbos Final ank Satta Matta Matka 143 Kalyan Matka Guessing Final Matka Final ank Today Matka 420 Satta Batta Satta 143 Kalyan Chart Main Bazar Chart vip Matka Guessing Dpboss 143 Guessing Kalyan night Income Tax exemption for Start up : Section 80 IAC
A presentation on the concept of Exemption of Profits of Start ups from Income Tax
3 Simple Steps To Buy Verified Payoneer Account In 2024
Buy Verified Payoneer Account: Quick and Secure Way to Receive Payments
Buy Verified Payoneer Account With 100% secure documents, [ USA, UK, CA ]. Are you looking for a reliable and safe way to receive payments online? Then you need buy verified Payoneer account ! Payoneer is a global payment platform that allows businesses and individuals to send and receive money in over 200 countries.
If You Want To More Information just Contact Now:
Skype: SEOSMMEARTH
Telegram: @seosmmearth
Gmail: seosmmearth@gmail.com
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
SATTA MATKA SATTA FAST RESULT KALYAN TOP MATKA RESULT KALYAN SATTA MATKA FAST RESULT MILAN RATAN RAJDHANI MAIN BAZAR MATKA FAST TIPS RESULT MATKA CHART JODI CHART PANEL CHART FREE FIX GAME SATTAMATKA ! MATKA MOBI SATTA 143 spboss.in TOP NO1 RESULT FULL RATE MATKA ONLINE GAME PLAY BY APP SPBOSSBusiness storytelling: key ingredients to a story
Storytelling is an incredibly valuable tool to share data and information. To get the most impact from stories there are a number of key ingredients. These are based on science and human nature. Using these elements in a story you can deliver information impactfully, ensure action and drive change.
Authentically Social by Corey Perlman - EO Puerto Rico
Authentically Social by Corey Perlman - EO Puerto RicoCorey Perlman, Social Media Speaker and Consultant
Social media for business Building Your Employer Brand with Social Media
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Hamster Kombat' Telegram Game Surpasses 100 Million Players—Token Release Sch...
Hamster Kombat' Telegram Game Surpasses 100 Million Players—Token Release Schedule Unveiled
Organizational Change Leadership Agile Tour Geneve 2024
Organizational Change Leadership at Agile Tour Geneve 2024
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
Dive into the steadfast world of the Taurus Zodiac Sign. Discover the grounded, stable, and logical nature of Taurus individuals, and explore their key personality traits, important dates, and horoscope insights. Learn how the determination and patience of the Taurus sign make them the rock-steady achievers and anchors of the zodiac.
Digital Marketing with a Focus on Sustainability
Digital Marketing best practices including influencer marketing, content creators, and omnichannel marketing for Sustainable Brands at the Sustainable Cosmetics Summit 2024 in New York
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
Structural Design Process: Step-by-Step Guide for Buildings
The structural design process is explained: Follow our step-by-step guide to understand building design intricacies and ensure structural integrity. Learn how to build wonderful buildings with the help of our detailed information. Learn how to create structures with durability and reliability and also gain insights on ways of managing structures.
Creative Web Design Company in Singapore
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
How to Implement a Real Estate CRM Software
To implement a CRM for real estate, set clear goals, choose a CRM with key real estate features, and customize it to your needs. Migrate your data, train your team, and use automation to save time. Monitor performance, ensure data security, and use the CRM to enhance marketing. Regularly check its effectiveness to improve your business.
Top mailing list providers in the USA.pptx
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challenges
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Recently uploaded (20)
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
Income Tax exemption for Start up : Section 80 IAC
Income Tax exemption for Start up : Section 80 IAC
3 Simple Steps To Buy Verified Payoneer Account In 2024
3 Simple Steps To Buy Verified Payoneer Account In 2024
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
Authentically Social by Corey Perlman - EO Puerto Rico
Authentically Social by Corey Perlman - EO Puerto Rico
Hamster Kombat' Telegram Game Surpasses 100 Million Players—Token Release Sch...
Hamster Kombat' Telegram Game Surpasses 100 Million Players—Token Release Sch...
Organizational Change Leadership Agile Tour Geneve 2024
Organizational Change Leadership Agile Tour Geneve 2024
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
Structural Design Process: Step-by-Step Guide for Buildings
Structural Design Process: Step-by-Step Guide for Buildings
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challenges
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challenges
Sales mgmt
- 1. Group Abhishek Banerjee Udey Singh Sarvpreet Bhatti Kristina Dias Sindhura Ravulapalli Manpreet Singh SALES & DISTRIBUTION MANAGEMENT
- 9. CONSUMER DECISION MAKING PROCESS FOR A PRODUCT
- 10. CONSUMER DECISION MAKING PROCESS FOR SOLUTION SELLING
- 17. THANK YOU