Introduction Materi "Pelatihan SALES PLANNING & SALES MANAGEMENT"
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INTRODUCTION PT. ROBICOM KOMPUTINDO UTAMA Jakarta 27 J u n i 20 By : Kanaidi, SE., M.Si, cSAP kana [email protected] - 08122353284 RoxyMAS-Jakarta, 17 April 2015
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Transcript of Introduction Materi "Pelatihan SALES PLANNING & SALES MANAGEMENT"
LETMI ITB
INTRODUCTION
PT. ROBICOM KOMPUTINDO UTAMA
Jakarta 27 J u n i 20 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
RoxyMAS-Jakarta, 17 April 2015
Sales Planning & Process
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Patient & Persistant
The Importance of Sales Planning
1. Better implementation of corporate plans
2. Provide a sense of direction
3. Focus on realistic objectives
4. Improve coordination
5. Facilitate control
6. Ensure healthy interpersonal relationships
7. Reduce uncertainty and risk
Siklus Sales Management
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Siklus Sales Order Management
Sales order
Availability
check
Outbound
delivery
TransportationPicking
Goodsissue
Billing
Payment processing
1
2
3
4
5
6
7
8
Relationship & Focus to Selling
Ω Problem Statement Ω Strategic Direction Conclusion Solution
Kanaidi, SE., M.Si, cSAP
I LOVE BEING A SALESMAN
Ω Problem Statement Ω Strategic Direction Conclusion Solution
Philosophy-nya adalah
melayani konsumen
sebagai konsultan, bukan
sebagai seorang penjual.
Customer puas akan
merekomendasikan
kepada prospek lain
Tidak puas dapat
menyampaikan
kekecewaannya kepada
orang lain.
Focus to Selling Makes VALUE
LETMI ITB
INTRODUCTION
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Identify Objections for
more Information
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Keberatan Pembeli
• Keberatan pembeli terhadap produk/jasa, dapat menimbulkan suatu masalah di dalam penjualan.
• Kemungkinan terjadi ketidakpuasan atau ketidaksesuaian paham antara pembeli dan petugas penjual.
• Akan tetapi keberatan tersebut, harus ditanggapi dengan baik dan penuh kebijakan.
• Di dalam menghadapi dan mengatasi keberatan pembeli, seorang penjual harus mengajak calon pembeli berbicara.
• Kemudian dengarkan segala keberatan dan keluhannya dengan senang, lalu ajukan beberapa pertanyaan, kemudian pengaruhi dengan anjuran.
The SWOT Matrix
Marketing Management Concepts
Bandung, 27-28 Agustus 2012 By : Kanaidi, SE.,
M.Si 27-28 Juni 2011 [email protected]
Sales Planning & Marketing
Training
What’s about Marketing Mix?
Slide 1-2
Figure 1-1
Irwin/McGraw-Hill ©The McGraw-Hill Companies, Inc., 1998
4P
Product
Price
Promotion
PlaceMarketing
Mix
Manufacture
7PProcess
People
Physical Evidence
Product
Price
Promotion
Price
PlaceMarketing
Mix
Services
What’s about Marketing Mix?
Konsep Customer Satisfaction(Kepuasan Pelanggan)
C Satisfaction = f
(Performance/Expectation)
Customer
Satisfaction
E <
P
Very Satisfaction/Delight
Satisfaction
Dissatisfaction
= 100%
> 100%
< 100%
E = Harapan
P = Kinerja/Kenyataan
Kepuasan Pelanggan merupakan fungsi dari kenyataan
kinerja produk (product’s percieved performance) dan
harapan pembeli (buyer’s expectations).
E =
PE >
P
Konsep Customer Loyalty
(Loyalitas Pelanggan)
Inactive orex-customers
Proses Pengembangan Pelanggan(The Customer Development Process)
Suspects
DisqualifiedProspects
Repeat Customers
Clients Advocates PartnersFirst TimeCustomers
Prospects
Segmenting, Targeting & PositioningPurwakarta, 13-14 Juni 2013 By : Kanaidi, SE., M.Si,
cSAP
08122353284
“Segmenting-Targeting-Positioning (STP)”
- Strategi Pemasaran yang Digerakkan oleh Pelanggan- Menciptakan Nilai bagi Pelanggan Sasaran
• Elemen utama strategi pemasaran yang digerakkanpelanggan:
– Segmentasi (Segmenting)
– Penetapan target (Targeting)
– Diferensiasi (Differentiating)
– Positioning
LETMI ITB
INTRODUCTION
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Market Share
The Selling Concept
Ω Problem Statement Ω Strategic Direction Conclusion Solution
Kanaidi, SE., M.Si
The Selling and Marketing Concepts Contrasted(Kotler)
Ends
Selling and
PromotingProductsFactoryProfit through Sales volume
Integreted
marketing
Customer
needs
Targetmarket
Profit through Customer
Satisfaction
Means (Sarana)
FocusStarting point
(a) Selling Concepts
(b) Marketing Concepts
Remember !
Pengertian “Selling”
• Selling is not about getting people to buy something they don’t want.
• Selling is about helping people meet their needs.
• Remember:
A selling philosophy: You can achieve most of the things in life that you want if you
help other people achieve what they want.
As a sales representative, your goal is to help
your customers to achieve their goals.
Ω Problem Statement Ω Strategic Direction Conclusion Solution
The Brain’s Association & How to Increase them
Training
SALES PLANNING &MARKETING MANAGEMENT
Bandung, 24 Maret 2015 By : Kanaidi, SE., M.Si., cSAP
27 Maret 2015 [email protected] HP.08122353284
Association Area
Motor AreaSensory Area
Sensory area for impulses from eyes
The Areas can be split into 3 groups
Kekuatan Otak
LETMI ITB
INTRODUCTION
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Metoda Mega Creativity
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Mega Creativity
• MegaCreativity is about how to get ideas - great ideas, more of them, and fast.
• “Think outside the box“. It's about how to break out faster, with more ideas and more innovation.
• MegaCreativity opens new paths of creativity that can be followed by anyone. People in the fields of art, writing, business, and education or anyone simply hoping to lead a more creative life can use the tools of MegaCreativityto more fully realize their true potential.
• If a genius is defined as someone who can see things in new ways and can create many ideas in minutes, then anyone, with the use of MegaCreativity, can be a genius.
Show your spirit and
intrinsic motivationJakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, cSAP
[email protected] - 08122353284
KERJA adalah IBADAHBekerja serius & Penuh Kecintaan– kerja itu Ibadah, yang intinya adalah tindakan memberi
atau membaktikan harta, waktu, hati, dan pikirankepada dia yang kita abdi. Melalui pekerjaan, kitabertumbuh menjadi manusia yang kualitas kepribadian, karakter, dan mentalnya berkembang ke arah yang ilahi.
– Beribadah berarti berbakti dengan segenap hati, mengabdi tuntas penuh totalitas, dan berserah pasrahdengan segenap cinta.
– Ibadah yang benar harus dilakukan dengan khusuk, serius, dan sungguh-sungguh. Begitu pula bekerja yang benar.
– Ibadah memerlukan pengorbanan, namun pengorbananuntuk suatu idealisme adalah kebahagiaan, danpengorbanan yang didorong oleh rasa cinta adalah sukacita.
– Makna ibadah adalah persembahan diri, pemasrahan diri, penyerahan diri.
Spirit :
Relationship
Extrinsic & Intrinsic Motivation
The Decision Making
Process
What is the process
• Identify the problem
• Gather information and list possible alternatives
• Consider consequences of each alternative
• Select the best course of action
• Evaluate the results
of the Decision Making ?
LETMI ITB
INTRODUCTION
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
List your priorities and
How to perform
42 42HM MBT OKTOBER 2009
By : Kanaidi, SE., M.Si., [email protected] - 0812 2353 284
Sales Planning & Marketing Training
• What is a priority?– The condition of being regarded as more important
– A thing regarded as more important than others(Oxford)
– Status established in order of importance or urgency (Webster)
• Notions of priority– Benefit
– Value / Importance
– Urgency
PRIORITY
The Personal Selling
The Role of Personal Selling,Responsibility, Advantage and
Disadvantage
The Personal SellingThe Personal Selling
The Role ofThe Role of Personal Selling,Personal Selling,Responsibility, Advantage andResponsibility, Advantage and
DisadvantageDisadvantage
Ω Problem Statement Ω Strategic Direction Conclusion SolutionΩ Problem Statement Ω Strategic Direction Conclusion Solution
Kanaidi, SE., M.Si
Determining The Role of
Personal Selling
1. What specific information must beexchanged between the firm andpotential customers?.
2. What are the alternative ways to carryout these communications objectives?.
3. How effective is each alternative incarrying out the needed exchange?.
4. How cost effective is each alternative?.
LETMI ITB
INTRODUCTION
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Personal Selling
ProcessJakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, cSAP
[email protected] - 08122353284
Steps in the Personal Selling Process
• Prospecting and Qualifying
• Preapproach
• Approach
• Presentation and Demonstration
• Handling Objections
• Closing
• Follow-up
The Personal Selling
Ω Problem Statement Ω Strategic Direction Conclusion Solution
Kanaidi, SE., M.Si
Product Knowledge
The Product Knowledge
Sales Person yang profesional haruslah mengetahui benar tentang pengetahuan produk & menjadi seorang ahli produk (product expert )
Pengetahuan tentang produk dapat membantu SP dalam hal :
Ω Problem Statement Ω Strategic Direction Conclusion Solution
• Mempertebal rasa percaya diri
• Menanggapi konsumen secara lebih arif
• Menghindari kesan presentasi penjualan terlalu mekanis
• Merangsang lebih menyukai pekerjaanya
• Membuka kesempatan meniti jenjang karir
Effective Presentation Skill
Structuring Effective Presentation
By : Kanaidi, SE., [email protected] HP.08122353284
• Place - layout setting and
equipments
• Materials Presentation
and Products
• Your Personality and Mentality
• Audiences or participants
Prepared for your Successful Presentation
www.themegallery.com
1.Gunakan Kalimat Sederhana
2.Gambar Bermakna Ribuan Kata
3.Kuasai Topik Presentasi
Secara Detail
4.Berceritalah Saat Presentasi
5.Konten Dalam Presentasi
Sangat Penting
6.Hargai Audiens Anda
6 KIAT Presentasi Efektifdengan POWERPOINT
What are they doing online?
• More time
• More money
• More services
• Fewer sites
LETMI ITB
INTRODUCTION
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Handling Objections
• 2 Types of Objections
– Misunderstanding
– Valid Objection
• An objection is simply a request for more information.
– Do not be afraid of the objection!
Interenal Marketing 60
Ω Problem Statement Ω Strategic Direction Conclusion Solution
NEGOSIASI
Presented by :
Kanaidi, SE., M.Si
61
Langkah-Langkah NEGOSIASI
Persiapan Negosiasi
Perilaku selama Negosiasi
Prospecting
Penyelesaian Negosiasi
Ω Problem StatementΩ Mapping Ω Strategic Direction Conclusion
Closing Trique &
ProcessJakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, cSAP
[email protected] - 08122353284
Menutup Penjualan (Closing)
• Menutup Penjualan dengan harapan terjadisebuah kesepakatan transaksi menjadi tujuanakhir yang dilakukan oleh seorang penjual.
• Kegiatan ini merupakan tahapan terakhirdalam siklus penjualan pada umumnya, dandianggap bagian paling sulit dari seluruhproses.
• Sebenarnya tidak sulit proses ini hanya sajaperlu diperhatikan apakah proses awal telahterjalin dengan baik atau belum.
To accompany A Framework for Marketing Management, 2nd
EditionSlide 64 in Chapter 17
Sales Planning & Management
Managing the Sales Force
To accompany A Framework for Marketing Management, 2nd
EditionSlide 65 in Chapter 17
Managing the Sales Force
• Recruitment and selection
• Training
• Supervising
• Motivating
• Evaluating
Steps in Sales Force Management
LETMI ITB
INTRODUCTION
Jakarta 27 J u n i 2011 By : Kanaidi, SE., M.Si, [email protected] - 08122353284
Hypnosis In Selling
BUKAN HANYA :
Penguasaan Product knowledge.
Selling Skill. TETAPI juga :
Bagaimana MEYAKINKAN ORANG
Percaya DIRI & Inner Power
By : DOCTOR JOHANES LIM
Business
BreakthroughsFebruary 12, 2013
Business
Breakthroughs
Selling is a kind of Trust
+ Building activities.
Presented by:
Kanaidi, SE., M.Si
Mengapa Orang MEMBELI ?
1. Ingin solusi atas persoalannya.
2. Ingin mencegah kerugian dan
penderitaan.
3. Ingin menambah keuntungan dan
kesenangan.
Contact Us : Ω Problem StatementΩ Mapping Ω Strategic Direction Conclusion
69
Kanaidi, SE., M.Si (Trainer & Dosen, Penulis,
Peneliti, dan PeBisnis)
e-mail : [email protected] atau
Telp : 022-2005972
Fax : 022-4267749 HP. 0812 2353 284
Pin BBm : 27CBC148 087822984716
Facebook : Kanaidi Ken & Kanaidi Ken Part II
www.ken-kanaidi.blogspot.com
www.ken-sukses.blogspot.com
www.pemimpin.unggul.com
www.google.com “Pemateri Training”
www.formulabisnis.com/?id=ken_kanaidi
