A Sales Management Strategy Process for High Performance. Build a process to win more sales into simple and clear manageable elements. The Making of Sales Results
Nanojobs.com is India’s largest database job search portal. Job search for Drivers, Cook, Security Guards, Peon, Liftman, Maid, BodyGuard, Cashier and many more jobs in India.
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
A Sales Management Strategy Process for High Performance. Build a process to win more sales into simple and clear manageable elements. The Making of Sales Results
Nanojobs.com is India’s largest database job search portal. Job search for Drivers, Cook, Security Guards, Peon, Liftman, Maid, BodyGuard, Cashier and many more jobs in India.
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
A contributing factor to startup and early-stage failure is a lack of market intimacy. Getting the market strategy right the first time is hard, and many companies do not figure it out but through iterations of tried-&-failed. Broadly, confidence about market strategy is low and results are lacking. For startups and early-stage enterprises, what’s at stake is greater than mature companies; often there is no safety net. These young enterprises need insight about if and where they can get market traction and they need that insight with speed. There is a process that will provide that insight with speed, while ensuring discipline and rigor.
For any company, how effectively it sells to its customers is a key determinant of top line growth and profitability. Raw Management Solutions can help companies sell more, more often to more customers by developing your sales team's essential selling skills..this presentation describes our approach
Here at FlyToDubai.co.uk we wanted to show you a visual representation of the Height of Flight, we've charted a few famous land masses, added in mushroom clouds, high altitude weather and even space flight! Why not have a closer look at :https://www.flytodubai.co.uk/blog/height-of-flight/
A contributing factor to startup and early-stage failure is a lack of market intimacy. Getting the market strategy right the first time is hard, and many companies do not figure it out but through iterations of tried-&-failed. Broadly, confidence about market strategy is low and results are lacking. For startups and early-stage enterprises, what’s at stake is greater than mature companies; often there is no safety net. These young enterprises need insight about if and where they can get market traction and they need that insight with speed. There is a process that will provide that insight with speed, while ensuring discipline and rigor.
For any company, how effectively it sells to its customers is a key determinant of top line growth and profitability. Raw Management Solutions can help companies sell more, more often to more customers by developing your sales team's essential selling skills..this presentation describes our approach
Here at FlyToDubai.co.uk we wanted to show you a visual representation of the Height of Flight, we've charted a few famous land masses, added in mushroom clouds, high altitude weather and even space flight! Why not have a closer look at :https://www.flytodubai.co.uk/blog/height-of-flight/
When an organization is merged or acquired with another organization, it enhances the company's competitive position in the market and financial position. Mergers and acquisitions offer various benefits such as improved business relationships, diversification of products and services, Private Equity, and increased capacity at a lower cost.
Growing your company via a network of distributors may greatly increase revenue, market penetration, and overall growth. But Appoint distributors needs thoughtful preparation and execution. In order to guarantee that you create a strong and efficient distribution network, this blog offers a thorough, step-by-step approach to selecting distributors.
It is a workbook proposed for performing an exercise for designing a business model during the pre-event workshop of Startup Weekend Surat held on 04-07-2107 at BMEF Seminar Hall, Vesu, Surat (Gujarat, India)
The making of a new product to be sold by a business or enterprise to its customers is known as Product Development. It may include the alteration of an existing product or its entire value, or the creation of an entirely new product that satisfies a newly defined customer’s needs and/or wants.
In this lesson, the term Development refers collectively to the entire process of distinguishing a market opportunity, making a product to attract the identified market. Some mat include testing, modifying and refining the product until this will be ready for mass production. Any product that is sold to the consumers are subject for product development.
These are the basic questions you may ask yourself when you want to pursue product development. If you find acceptable answers to these, then you are ready to develop a product or render services:
1. For whom are the product/service aimed?
2. What benefit will the customers expect from it?
3. How will the product differ from the existing brand? Or from their competitor?
The needs and wants of the people within the area should also be taken into consideration. Everyone has his/her own needs and wants. But due to people’s unsatisfaction, they have different concepts of needs and wants. Needs in business are important things that every individual does without in a society. These include:
1. Basic commodities for consumption
2. Clothing and other personal belongings
3. Shelter, sanitation and health
4. Education
Basic needs are essential to every individual so he/she may be able to live with dignity and pride in the community he/she lives. These needs can obviously help you generate business ideas and subsequently to develop a marketable product. While, Wants are desires, luxury and extravagance that signify wealth and expensive way of living. They are the things that above all the basic necessities of life, like fashion accessories, shoes, clothes, travelling around the world, eating in an exclusive restaurant, watching movies, concerts, plays, having luxurious cars, wearing expensive jewelry, perfume, living in impressive homes, and others.
Needs and wants of people are the basic indicators of the kind of business that a seller may engage into because they can serve as the basis of your success. Some other good points that you might consider in business undertakings are the people, aside from their needs, wants, lifestyle, culture and tradition, and social orientation.
The very critical stage in developing a product is called Concept Development. Before the product specifications, the needs of the target are defined, market are identified and competitive products are reviewed. Then along with the economic analysis, the product concept is selected to come up with an outline of how a product is being developed. The figure below show the stages of concept development of a product.
![Explanation of the UPSA Buying & Selling Cycle
InitiatingCommunicatingImplementingAssimilating
UPSA BUYING PHASES
Phase 1: Plan – The customer is implementing a plan of ongoing business. What the customer
is doing before they recognize a need. The “business as usual” of your clients. [The buyer
determines the outcome or objectives necessary to achieve the strategy defined by their
company. ]
Phase 2: Recognize – The customer recognizes that they need something or have a problem.
This is the “Who” of your market. [The buyer becomes aware a need exist and decides to fill
gaps or overcome obstacles in their pursuit of desired outcomes and objective.]
Phase 3: Search – The customer is searching for solutions to their problem or how to fulfill their
needs. [ Understanding the current state, the buyer identifies available options that will achieve
the desired outcome and objective.]
Phase 4: Assess – They now may engage with the potential seller to gain sufficient information
to make a buying decision. [The buyer evaluates the available options against internally
determined and agreed upon needs, requirements, and resources.]
Phase 5: Choose – They are determining if the seller can deliver exactly what they need and
are willing to deliver it under the buyer’s conditions. [The buyer reviews options with the seller
and internally agrees to narrow the field to a potential list of solutions.]
Phase 6: Obligate – The customer obligates self to buy. They write the check committing to
the order or sign the contract. (Money transaction occurs) [ The buyer agrees that the solution
and terms will meet established needs, requirements, and resources available.]
Phase 7: Implement – The customer receives the value of the services or goods. [The buyer is
now a customer or client and begins using the agreed upon solution.]
( sequence # 15 )
Phase 8: Track – The customer is evaluating the product and determining if value matches
their expectation. Did they get what they paid for? [The buyer monitors and measures the effects
of the implemented solution and measures the impact on intended objectives.]
Phase 9: Integrate – The client uses the seller as a ongoing resource
for future purchases Provides recommendations and referrals. [The solutions becomes a part
of normal operations.]
UPSA SELLING PHASES
Phase 1: Strategize – What is your product or service? Planning to Produce the product
or service. A good strategy can lead to more than one market (and often does). What do we
want to do to get business? [ Determine the market that supports corporate strategic
goals.]
Phase 2: Market – Defines, creates or discovers a need. Who specifically is most
probable to use my product or service? Research who your customers are. ( Why did we do
this research? ) [ Identify opportunities in the market.]
Phase 3: Target – Advertising and action-oriented. How specifically am I going to reach my
customer? ( How does it relate to your Market: Who did we target? ) [Approach identified
opportunities in customers terms.]
Phase 4: Support – Communicating with the customer. Providing the support and
information the customer needs for an informed decision about your product. Address
specific issues and possible solutions. [Probe for insight of buyer’s needs, requirements,
and resources.]
Phase 5: Accept – You decide if you can accept the job to provide the value the customer
wants. Determining if there is clear return on investment for you and the customer. Is this a
win-win for both of us? [Provide valid, mutually-beneficial, options that meet customers
needs, requirements, and resources.]
Phase 6: Commit – Customer agrees to terms and conditions and signs the contract. You
close the deal and have agreed to fulfill the order. (Money transaction occurs.) [Setter
provides pricing, terms, conditions, warranties and other promises designed to exceed
agreed upon buyer needs, requirements, and resources.]
Phase 7: Fulfill – The product is provided to the customer. This includes honoring our
agreements to the customer. [Seller engages internally and externally to deliver the agreed
upon solution.]
Phase 8: Protect – Follow up with the customer to confirm satisfaction. Post sale
evaluations. Could be questionnaire or personal contact. [ Evaluating the impact of the
solution delivered and leveraging resulting to protect the relationship.]
Phase 9: Expand – Building business, repeat business, alliances and referrals upon your
existing business. This is the result of successfully executing all the other phases. [The
seller works with the buyer to solidify customer loyalty.] )
Based on original copyright material found in the Compendium of Professional Selling including the “UPSA Customer Satisfaction and Loyalty Model,” the “UPSA Buying Cycle,” the “UPSA Selling Cycle, ”
Clarified by Martin Brossman www.CoachingSupport.com & Tim Dumas www.TimDumas.com . For more about UPSA go to www.upsa-intl.org © 2007 by UPSA. All Rights Reserved by UPSA.](https://image.slidesharecdn.com/d4e112da-d386-4592-b7b6-980aeff5887d-150214195231-conversion-gate02/85/Selling-Buying-Phases-simple-terms-current-modified-V3-1-320.jpg)
