While the marketing function within an organization aims to establish the requirements of actual and prospective customers and promoting the company’s products or services, the sales department actively sells the company’s products to customers.
And marketing is the process of getting people interested in the goods and services being sold. Sales is a term used to describe the activities that lead to the selling of goods or services. Marketing departments are responsible for running campaigns to attract people to the business’ brand, product, or service.
Sales management refers to the administration of the personal selling a company’s product line(s). The fundamental role of the sales manager is to develop and administer a selling program that effectively contributes to the organization’s goals.
Marketing stresses on the needs of the market . On the contrary, sales focus on the company needs. Sales is concerned with the flow of product or service to the customer. Conversely, marketing is a long term process as it focuses on customer management and all the efforts are made to winning and retaining the customers.
The 7 step selling process The 7 steps. The 7 step selling process comprises: Step 1: Prospecting and qualifying . Step 2: Preparation/pre-approach. Step 3: Approach. Step 4: Presentation. Step 5: Handling objections. Step 6: Closing the sale. Step 7: Follow up.
These seven are: product, price, promotion, place, packaging, positioning and people.
Sales and marketing skills Occupation specific skills: customer service, selling, negotiating and influencing, analysis and decision-making, and management skills . Areas of knowledge: the business environment, product knowledge , and financial awareness.
Getting people excited and qualified to buy the product is much more of a sales job, than marketing . A marketer can only get a prospect to a certain level of interest. To drive an immediate action, there is a necessity of a sales person work.
Key skills for business development jobs. Creative skills. Whether it is seeing new ways existing opportunities could be developed, or finding completely new routes to market, creative thinking is essential for the role. Analytical skills . Communication skills . Negotiation skills . Goal-focused. Organisational skills.
Principles of Sales Management , Part 1 Manage your people individually. To be a successful sales manager , you cannot manage your people in groups. Lead by example. Instill discipline in your organization. Follow the golden rule of sales management . Manage on objective information. Be goal oriented. Get on the floor. Be direct and to the point.
12 Expert Tips For Managing a Successful Sales Team Be results oriented. Identify where you are versus what you need. Manage expectations. Hire coachable reps. Set high, but realistic goals. Incentivize your team. Make learning a priority. Use the volume versus value ratio.
Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must.
The sales-management objectives of a business firm, generally relate to the areas of (i) achieving sufficient sales-volume, (ii) providing sufficient profit , and (iii) experiencing continuing growth . Generally, objectives of sales-management have to cover various sales-functions, in an integrated manner.
The Five Marketing Concepts The Production Concept . The production concept is focused on operations and is based on the assumption that customers will be more attracted to products that are readily available and can be purchased for less than competing products of the same kind. The Product Concept . The Selling Concept . The Societal Concept.
A sales and marketing department has the responsibility for deciding where the company should sell and what its prices should be. This requires the division to research where the company’s competitors are selling and where its customers say they want to shop.