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Sales are basically activities pertaining to the quantity of products sold in a particular targeted interval of time or sales. A sale is also often considered a sales when the delivery of a product to the consumer is accomplished for a price that is reasonable. Some of the most common types of sales involve products such as automobiles, clothing, computers, and other consumer durables. Other common types of sales are services such as financial planning and insurance. The duration for which sales occur is also a significant characteristic of sales.
Many companies employ both sales and marketing to promote their company. Both sales and marketing rely on the same principles to encourage sales and to increase customer loyalty. The basic function of the sales process is to create an awareness of the product, the company selling the product and the customer for whom the product is being sold. Sales representatives therefore rely heavily on advertising and marketing departments to promote the sales of their sales representatives. The key elements of marketing are determining consumer needs, developing a product that fills those needs, communicating those needs to the customer, measuring satisfaction when the product has been sold and developing and promoting replacement products that will replace the product sold.
Developing the ideal selling techniques for each individual seller is a challenge for marketing department because each seller will have a different personality. Therefore, no two sales representatives can be trained in exactly the same manner. In addition, marketing also relies upon a variety of selling techniques, some of which will not be useful for all sales situations. Therefore, marketing has developed a wide array of warm calling techniques. These include, but are not limited to, telemarketing, face to face selling, direct mail, telephone sales, and referrals.
Telemarketing is one of the two business functions, along with marketing, that many sellers do not fully utilize. While well-qualified prospects are certainly essential for the achievement of effective sales, the process of cold calling leads to nowhere. Prospects either have no interest in what you have to offer, or they are not even aware that you exist. Cold calling is often a very expensive proposition for a seller, especially if prospects do not respond in a timely manner. Therefore, a great opportunity exists for a professional service provider to provide effective, on-the-job training for salespersons on how to better communicate with their prospects.
Face-to-face selling is another common practice among salespeople. This sales function involves having sales people call on potential prospects in order to close a sale. This function is usually most effective when there is already a strong relationship established between seller and prospective customer. Many people do not feel comfortable buying online, but they are equally uncomfortable making unsolicited sales calls on the phone. Therefore, training salespersons on proper sales techniques on the telephone is imperative.
The last business function that is commonly overlooked is that of the referral. Many salespeople make the mistake of focusing only on generating new sales leads, and totally neglecting the possibility of creating new clients. While generating new sales leads is a critical aspect of sales success, a salesperson must also be skilled at building relationships with existing clients. A successful salesperson will not only close sales, but will also help clients to understand the benefits of buying the product or service that the salesperson is selling. The salesperson must be able to help the client find the right solution to his or her problem. By providing valuable information, such as product or service research, and knowledge about the current market, the salesperson can help the buyer make a more informed decision.
