2. CRM
• A computerized system for identifying, targeting, acquiring, and retaining the best mix of
customers.
• Customer relationship management helps in profiling prospects, understanding their needs, and in
building relationships with them by providing the most suitable products and enhanced customer
service.
• It integrates back and front office systems to create a database of customer contacts, purchases,
and technical support, among other things.
• This database helps the company in presenting a unified face to its customers, and improve the
quality of the relationship, while enabling customers to manage some information on their own.
3. KSA
• Knowledge, Skills and Abilities
• A list of special qualifications and personal attributes that you need to
have for a particular job
• KSAs are defined as the factors that identify the better candidates from a
group of persons basically qualified for a position.
4. SALES ANALYSIS
• A procedure involving the gathering, classifying, comparing, and studying of company
sales data.
• It may simply involve the comparison of total company sales in two different time
periods.
• Or it may entail subjecting thousands of component sales (or sales-related) figures to a
variety of comparisons among themselves, with external data, and with like figures for
earlier periods of time.
5. Creating Demand Sales Job
• This type of sales job involves the sales person to keep generating new orders from
existing or potential customers in order to sustain the product sales for their company.
• They can play the role of a order taker or a trade seller.
• Their primary job is to identify where the potential demand lies in the market and what
type of tactics to be used in tapping that market.
6. SALES FORCE AUDIT
•
A process for diagnosing the sales organisation.
•
It highlights any weak points and areas that require development in order improve business
performance.
•
Three main objectives.
–
The first is to discover any existing problems within the sales organisation.
–
The second objective is to examine the relationship between the sales force and the other areas in the
business.
–
Third aim is to identify the factors influencing the success of the sales force.
7. SFA
• Automating the routine sales activities through systems such a sales
configuration system.
• When integrated with marketing and customer service functions, it
becomes a part of enterprise relationship management.
9. BUILD UP APPROACH
• Method of formulating budgets or projections by estimating
the cost of performing or achieving predetermined tasks or
objectives.
10. CCC
• Knowing the customer
• Knowing the company
• Knowing the competitor
11. SELLING PROCESS
• The complete set of steps that must take place in order to execute a sales
transaction from start to finish.
• The selling process may include such events as the initial contact, product
demonstrations, trial periods, bidding, price negotiations, signing of
contracts, and delivery of the product or service being sold.
12. SALES FORCE COMPOSITE
• A method of developing a sales forecast that uses the opinions of each
member of the field sales staff regarding how much the individual expects
to sell in the period as input.
13. MISSIONARY
• A salesperson who is employed by a manufacturer to call on
end-users with the objective of stimulating demand for the
manufacturer's offerings even though the purchases will be
made from other firms in the channel of distribution.
14. MOVING AVERAGE
• Mean of time series data (observations equally spaced in time) from
several consecutive periods.
• Called 'moving' because it is continually recomputed as new data
becomes available, it progresses by dropping the earliest value and
adding the latest value.
15. CROSS SELLING
• The process of selling between and among departments to facilitate larger transactions
and to make it more convenient for the customer to do related item shopping.
• A consumer sales promotion technique in which the manufacturer attempts to sell the
consumer products related to a product the consumer already uses or which the
marketer has available.
16. TEST MARKETING
• Involves actually marketing a new product in one or several cities.
• The effort is totally representative of what the firm intends to do later upon national
marketing (or regional market rollout).
• Various aspects of the marketing plan may be tested (e. g., advertising expenditure
levels or, less often, product form variants), by using several pairs of cities.
• Output is a mix of learning, especially a sales and profit forecast.
17. Sales Situation
• The type of sales reference or position the sales person finds himself
forms a sales situation.
• This could be different market sectors that could include FMCG, IT,
Financial products etc. various selling methods are used to combat the
problems that arise in these various selling positions.
18. Qualitative approach on sales forecasting
• Qualitative methods of sales forecasting rely less on data, and much more
on the opinions and experiences of the people involved in the forecasting
process.
• There are three common approaches:
• Delphi Method
• Panel Method
• Scenario Planning
19. Pre-Sales Report
• Pre-sales is the only one who interacts first to the client in terms of functional or
technical requirement.
• Pre-sales should be separate team which can have multiple touch points with the
delivery team, just to grasp the mind-set of the customer behind that project or product.
• He can better assure the acceptability of the product/project to the client.
21. Service Selling
• Service selling enables targeted, service and
customer oriented development of the customer
potential.
• It is important to understand the customer needs and
find an optimal way to match their needs to offers,
ideally consisting of standardized service modules.
• Providing the right market performance is the
foundation, but by no means a guarantee for success.
22. Quantitative approach on sales
forecasting
• Quantitative forecasting models are used to forecast
future data as a function of past data; they are
appropriate when past data are available.
• These methods are usually applied to short- or
intermediate-range decisions.
• Examples of quantitative forecasting methods are last
period demand, simple and weighted N-Period moving
averages, simple exponential smoothing, and
multiplicative seasonal indexes.
23. Time Series Method
• A time series is a sequence of data points, measured typically at successive points in
time spaced at uniform time intervals.
• Time series analysis comprises methods for analysing time series data in order to extract
meaningful statistics and other characteristics of the data.
• Time series forecasting is the use of a model to predict future values based on previously
observed values.
24. Industrial Selling
• All forms of personal selling to organisational and
industrial buyers of products for resale, or for use
in manufacture, or for use in the operation of their
businesses.
25. Sales Force Audit
• A sales audit is a review of a company's entire
sales process, from the use of particular types of
software, to the staff, to management strategies.
• A sales audit evaluates the effectiveness of every
aspect of the sales process and helps companies
determine whether or not their methods are cost
effective and beneficial in generating revenue.
