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// November 17th, 2009 // No Comments » // Uncategorized
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Definition of sales
// June 4th, 2009 // No Comments » // Business Plan Writing, Marketing and Sales, Selling Your Business
Ricardo Romero, author of “Marketing”, defines a sale as “the transfer of goods by an agreed price. The sale could be: 1) at the spot where the merchandise is paid at the time of taking it, 2 ) on credit, when the price is payable after the acquisition and 3) time when the payment is split into several successive deliveries.
Laura Fischer and Jorge Espejo, author of “Marketing”, believe that the sale is a function that is part of the systematic process of marketing and defined as “any activity that generates the final push customers toward the exchange.” Both authors note further that “at this point (the sale), which becomes effective the efforts of previous activities (market research, decisions about the product and pricing decisions).”
The dictionary defines a sale as “the action and effect of selling” or Number of things being sold or Contract under which it is transferred to a domain outside its own thing for the price agreed.”
In summary, the definition of selling the same approach from two different perspectives:
An overview, in which the “sale” is the transfer of something (a product, service, idea or other) to a buyer by paying an agreed price.
A marketing perspective, in which the “sale” is any activity that includes a personal or impersonal process by which the seller 1) identifies the needs and / or desires of the buyer, 2) generates the momentum exchange and 3 ) satisfies the needs and / or desires of the buyer (with a product, service or other) to get the benefit of both parties. ¡Business are business!
The sale is one of the most sought by companies
// June 4th, 2009 // No Comments » // Marketing and Sales, Selling Your Business
The sale is one of the most sought by companies, organizations or individuals that offer something (goods, services or otherwise) in its target market, because its success depends directly on the amount of times you perform this activity, how well they do and how profitable they are doing.
It is therefore imperative that all who are involved in marketing activities and in particular, selling, know the answer to a basic but fundamental question:
What is the definition of sale?
Definition of Sale, Various Authors:
The American Marketing Association, defines sale as “the personal or impersonal process by which the seller found, enable and meets the needs of the buyer for the mutual benefit of both continuous (seller and buyer).”
The Dictionary of Cultural Marketing SA, defines a sale as “a contract where the seller is obliged to pass a thing or a right to the buyer in exchange for a certain amount of money.” It also includes in its definition, that “the sale can be seen as a personal or impersonal process by which the seller seeks to influence the buyer.”
Allan L. Reid, author of “The Modern Sales Techniques and Applications”, says the sale promotes an exchange of products and services.
Can “lead” efforts to “candidates” qualified
// June 4th, 2009 // No Comments » // Business Plan Writing, Marketing and Sales, Selling Your Business
can “lead” efforts to “candidates” qualified.
Allow cultivate and maintain enduring relationships with clients, for example, to listen, assess your needs and assist in the organizing efforts of the company to solve their problems or satisfy their needs.
Costs (commissions, incentives, awards, travel, transportation, salaries, etc …) are easier to adjust and measure (with respect to the results obtained) that the costs of advertising, sales promotion and public relations.
And, perhaps most important advantage is that the sales person are much more effective than other forms of promotion for a sale and get a satisfied customer.
Situations in which they suggested the use of Personal Sales:
Personal sales are particularly useful in the following cases:
When the product or service is complex or new, therefore, customers require an explanation or a demonstration. For example, insurance, autos, appliances, etc. …
When the price of the product or service justify the cost of maintaining a sales force (commissions, incentives, salaries, travel, transportation, etc.).
When the number of current and potential customers “qualified” as it is reasonable to be attended in person by a sales force.
When selling the product or service requires the customer to complete an order form or sign a contract to purchase.
In conclusion, the personal sales
// June 4th, 2009 // No Comments » // Marketing and Sales, Selling Your Business
In conclusion, and complementing the previous definitions, are the only person sales promotion tool that allows direct communication with customers and prospects through the sales of the company, which 1) made presentations sales to relate the benefits they provide products and services with the needs and desires of customers, 2) provides personalized advice and 3) personal relationships in the short and long term with them. All this, to bring situations in which customers make purchasing the product or service that the company sells.
Advantages of Personal Selling:
According to Lamb, Hair and Mc Daniel, sales staff offer several advantages over other forms of promotion. Among them are:
Provided to conduct a detailed explanation and demonstration of the product. For example, when products or services are complex, or have new features that require detailed explanations, demonstrations and expert advice.
The sales message is adjusted according to the motivations and interests of each potential customer. Therefore, unlike the advertising and sales promotion can relate the benefits of products and services with the needs and desires of customers, and secondly, resolving objections instantly and make closing sales.
In general, personal sales
// June 4th, 2009 // No Comments » // Business Plan Writing, Marketing and Sales, Selling Your Business
In general, personal sales are one of the most important tools for the promotion (the others are advertising, sales promotion and public relations) they allow for a direct relationship with customers and prospects, and also they have the ability to generate sales. It is therefore vital that any expert in market knows what the sales person, and what are its advantages and situations which should be used.
Definition of Personal Sales:
According to Lamb, Hair and McDaniel, personal sales are “direct communication between a sales representative and one or more potential buyers in an attempt to relate to each other in a purchasing situation.”
Kotler and Armstrong define the personal sales as “personal presentation that makes your sales force the company to make a sale and cultivate relationships with customers.”
For Richard L. Sandhusen, personal sales include sales presentations face to face between brokers, clients and prospects. Personal relationships and long-term conviction that add to the persuasive sales presentations that listed the products and services with the needs of the buyer.” ¡Business are business!
