Sales are basically activities related to the procurement or sale of products at a specific designated point of time. The sale of a product by a company to another company is also commonly considered a sales. It can be done either directly with the consumer, by a salesperson working for a firm or by an intermediary, such as a sales agent. Sales are one of the main activities of modern business world.
With the evolution of today’s marketing system, sales and marketing practices have changed significantly. As a result, the role of the sales has undergone a sea change too. Nowadays, it is one party that brings the order to the manufacturing facility and it is no longer the manufacturer alone who holds the final responsibility of delivering the product on time. Today, it is also one party who acts as the middleman or as a broker in the marketing process. While this was mostly practiced in manufacturing environment, it is now also commonplace in the consumer marketing arena.
Sales and marketing practices need to have one thing in common they have to be measurable, clear and attainable. This can only be attained through sales and marketing professionals using sophisticated tools such as web analytics, social media, surveys, and other techniques. Sales and marketing processes need to focus on customer satisfaction and customer behavior.
To measure sales and marketing performance, there are many things to keep track of. A comprehensive sales strategy helps in achieving desired sales targets. It also provides a measurement base for future planning and allows for flexible plan formulation. Effective marketing strategy planning keeps salespeople up to date with what is happening in their own industry. Sales planning includes a complete analysis of market scenario, competition, and potential of products.
A comprehensive sales plan contains all the details of the company’s products and services, its marketing strategy, and other aspects related to sales and marketing. It is usually presented to key staff members for review and debate. A sales plan covers all the aspects of the company’s sales process, including product development, planning, sales strategy, lead generation, customer relationship management (CRM), and billing. A sales strategy focuses on the creation of potential customers, identifying and meeting customer needs and defining the sales channel.
In order to understand sales and the role of marketing in the overall sales process, a buyer needs to understand the difference between sales and marketing. Marketing involves creating and conveying information about a product or service to potential buyers. On the other hand, sales involve the interaction and negotiation between a seller and a buyer and goes through the details of how the two parties will close a sale deal.