Types of Sales & Techniques

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    ASSIGNMENT ON

    Types of Sales & TechniquesTypes of Sales & Techniques

    PRESENTED TO:

    MR. MUJEEB SARFRAZ

    PRESENTED BY:

    AKHTAR HUSSAIN CHUGHTAI (MB-09-

    22)

    SUBJECT: SALES MANAGEMENT

    Program: MBA Marketing (Morning) 6thSemeter

    DEPARTMENT OF BUSINESSADMINISTRATION

    BZUBA!ADUR SUB"AMPUS#$A%%A!

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    !e"r#ar$ %&'

    %

    SA*E

    A sale is the act of selling a product or service in return for money or other

    compensation.

    SA*ES MANA+EMENT

    Efforts put forth to attain a companys sales objectives.

    Sales Management as originally meant for sales personnel i.e it had a narro

    perspective of directing the sales personnel of an organi!ation. "oever over time

    Sales Management has gained a broader perspective# hich includes management and

    e$ecution of all mar%eting activities vi! advertising# personal selling# sales promotions#

    distribution#pricingand others.

    According to American mar%eting association Sales Management includes the

    &lanning# direction and control of personnel selling# including recruiting# selecting#

    e'uipping# assigning# routing# supervising# paying and motivating as these tas%s applyto the personnel sales force

    TYPES O! SA*ES

    )D,RECT SA*ES

    Selling directly to the private individual# especially the homeoner. &roducts such as

    home improvements (double)gla!ing# %itchens etc* and services such as financial

    services# holiday time)sharing etc are commonly sold in this ay. Sales people are

    usually paid on a commission)only basis i.e. they only get paid if they sell something. +t

    is usually easy to obtain or% in this ay# and can offer a starter a chance to get some

    sales e$perience. ,he or% is typified by a very lo success rate# but the reards can

    be very high for those able to stic% at it.

    )BUS,NESS TO BUS,NESS

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    http://en.wikipedia.org/wiki/Sellinghttp://www.businessdictionary.com/definition/sales-objective.htmlhttp://www.marketing91.com/pricing/http://en.wikipedia.org/wiki/Sellinghttp://www.businessdictionary.com/definition/sales-objective.htmlhttp://www.marketing91.com/pricing/
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    Sales -or%ing for a company selling products or services to other businesses. Either

    directly to the useruser organisation# or indirectly through distributors.

    /)D,RECT CONSUMAB*E SA*ES (SA*ES

    REPRESENTAT,0E)

    Selling lo cost items to a regular clientele# usually in a small geographic territory. +n

    scientific terms# it might be selling laboratory chemicals to research institutions in one

    or to counties. ,ypically you/ll ma%e 01 ) 21 calls per day# and individual sales ill

    be measured in tens of pounds. 3ou/ll be dealing ith the loest level of buyer ) often

    the user of the products# such as technicians. ,here/s very little cold calling or

    developing ne business. +t/s a good ay to start in sales# as you don/t normally need

    e$perience to get a job. &ay is li%ely to be 4s. 05 ) 21#111 p.a. plus a small bonus or

    commission# adding 01 ) 216 of salary on top. &ersonal 'ualities re'uired are:

    reliability# good relationship builder# and stamina.

    .)CAP,TA* E1U,PMENT SA*ES (SA*ES

    E2ECUT,0E)7ften the second stage in a salesperson/s career. +nitially perhaps# selling lo to

    medium cost e'uipment (4s. 511 ) 5#111 per item* as ell as consumable items. 7ften

    the emphasis is on selling the e'uipment# hich then obliges the customer to buy the

    consumable items in order to be able to use the e'uipment. 8all rate is loer ) up to

    eight calls per day. 9arger sales ill involve senior buyers such as "eads of 9aboratory

    or Administration uyers. 3ou/ll still be dealing mainly ith a regular clientele of

    customers# ith very little cold calling. &ay is 4s. 21 ) 25#111 plus up to 256 of salary

    on top. &ersonal 'ualities re'uired are: some sales e$perience# good 'uestioning ability#

    good listening ability# and persuasive 'ualities. ,echnical s%ills re'uired vary according

    to the comple$ity of the product.

    3)CAP,TA* E1U,PMENT SA*ES (MED,UM

    0A*UE)

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    Selling e'uipment costing 4s. 5#111 ) 51#111 per item. ;sually involves or%ing in a

    much larger territory ) up to one 'uarter of the country. 7nly ma%ing up to four calls

    per day. ,ypically spending one day per ee% at home setting up appointments by

    telephone. ,he sale often ta%es to or more visits# and involves selling initially to theusers of the e'uipment# and then to the higher buying authorities (9aboratory

    &urchasing Managers# 5#111 ) 1#111 plus

    up to 0116 of salary on top. &ersonal 'ualities re'uired: 5 years ? sales e$perience#including capital sales e$perience# freedom to travel e$tensively# high level negotiation

    s%ills.

    &)OEM5EN+,NEER,N+ SA*ES

    (TEC4N,CA* SA*ES5SA*ES EN+,NEER)

    Selling at any level as above# but specifically selling to customers ho incorporate the

    product into e'uipment hich they manufacture. An e$ample ould be selling

    electronic components to e'uipment manufacturers. 7ften you ill be or%ing ith

    your customers /at the bench/ in conjunction ith 4B= staff# designers etc. &ay varies

    according to the level and comple$ity of the sale. &ersonal 'ualities re'uired: high level

    of technical competence# good relationship builder at all levels.

    )SER0,CE SA*ES

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    Selling the services that either you or your organisation ill provide to the customer.

    Either lo cost services (advertising# transport services* here the service can vary

    from an individual sale costing a fe pounds# to high value annual contracts orth

    millions# or high cost services such as management consultancy. Cenerallyac%noledged to be more difficult to sell as there is no product for the customer to

    touch or try. &ay varies enormously# and opportunities e$ist for people to start their

    career in this field or to enter it at the highest level. &ersonal 'ualities re'uired: you

    have to be believable ) customers are /buying/ you. +ntegrity# reliability and honesty are

    paramount.

    7)+OOD8,** SA*E

    ,he sale of a business shoing sales and profit is considered a goodill sale. ,he

    fi$tures and e'uipment are included in the sale unless otherise specified. ,he sales

    and profit of the business must be proven to a uyer by revie of the Seller/s boo%s

    and records. +t is the Seller/s responsibility to provide the uyer ith the

    documentation.

    %) PUB*,C AUCT,ONS

    7pen to the general public ith inspection alloed the day before the auction. 7urauctions are alays advertised in local nespapers# on our calendar of upcoming sales#

    and sometimes on 8able 8hannels 02 and 21 in surrounding counties. 8omplete

    property listings are not mailed in advance of the auctionD hoever# postcards

    announcing upcoming auctions are mailed to customers on our mailing list. +tem

    listings are usually not complete until 2 or > days before the auction.

    ) ,NTERNET SA*ES

    3ou can find our eay sales hereor# go to eay.comand do Advanced Search# then

    Search by Seller# and type in 749. -e usually post items for sale on the +nternet

    ee%ly and alays allo the +nternet sales to overlap a ee%end.

    ) ANNUA* SA*ES CONTRACT

    -hen a large amount of items are e$cessed from the site on an Annual basis# the most

    effective disposal method is the Annual Sales contract.

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    /) SEA*ED B,D SA*ES

    A method used to sell large 'uantities of material or for speciali!ed commodities (e.g.#

    instrumentation or machinery*. Sealed bid sales are suited for large companies and

    bro%erages and are also open to the general public. ids are submitted in sealed

    envelopes. 7n closing day# all bids are opened and the bids are compared to determine

    the successful bidder.

    .) SPOT B,DS

    ,his held in lieu of auctions# also %non as Fsilent auctionsF and generally held for

    office e'uipment# vehicles# and items of interest to the public. Spot bids typically

    consist of small lots (usually one item* and are more suitable for individuals. idders

    are alloed to inspect the items and then submit their bid card in the designated loc%ed

    repository. ids are opened at the designated place and time on the announced date to

    determine the highest bidder.

    3) !,2ED9PR,CE SA*ES

    Some items are sold at fi$ed)price. ,hese may be in conjunction ith another type

    sales# such as the public Auctions. -hen items are sold at a fi$ed)price# a fair mar%et

    value is assigned to the items and they are sold on a first)come# first)serve basis.

    9istings are not mailed prior to sale date. &roperty may be ithdran at any time.

    6) S,*ENT AUCT,ON SA*ES

    Silent Auctions are conducted in the same manner as a public Auction# e$cept that an

    Auctioneer is not used.

    &) NE+OT,ATED SA*ES

    ,his is authori!ed for city and county government bodies and their entities (such as

    school systems*.

    ) TRAD,T,ONA* SA*ES

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    +f the prices are right# these are the best transactionsG ,his is hen FHoe the &lumberF is

    selling his home# and there is no third party involved on the seller side of the

    transaction. ,he contract is more normal in nature# alloing reasonable negotiations

    beteen the parties. Each party genuinely hopes for the sale to be completed andtherefore or%s together to meet deadlines and ensure everything is resolved to the

    mutual satisfaction of all parties. Each party is li%ely only conducting one or to real

    estate transactions at a time# hich are usually the largest financial considerations in

    that particular moment in time I therefore# each party gives this transaction his priority

    attention# and the process goes more smoothly as a result.

    7) S4ORT SA*ES

    +n these sales# the Seller must negotiate ith their lender(s* for approval before selling.

    ,hey may be as%ing for full or partial debt forgiveness or a note payable for any deficit.

    an%s agreement to these sales are dependent on the ability of the family to repay the

    debt# and the circumstances that have changed since the loan as originally approved.

    ,his process can ta%e several months# and sometimes does not result in a closing.

    21*,ND,RECT D,STR,BUTOR SA*ES

    Selling either consumable products# or e'uipment# or both to companies hich then sell

    on to usersuser organisations. ,his may ta%e the form of negotiating at head)office

    level# or visiting a branch structure nation)ide. 7ften involves or% abroad#

    appointing and managing distributor organisations# or individual agents# assisting them

    ith their business plans# training them on sales and product %noledge# dual)calling to

    customers ith distributors/ representatives. &roducts are sold as a commodity and less

    technical involvement is involved. Although no direct management is involved# this is

    often seen as a training ground for management s%ills. &ay is 4s. >1#111 ) J1#111 plus

    216 of salary. &ersonal 'ualities re'uired: several years sales e$perience# good

    organisation and management ability# freedom to travel e$tensively# and stay aay as

    visits to customers may ta%e several days.

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    SA*ES TEC4N,1UES

    PRO!ESS,ONA* SA*ES TEC4N,1UES

    ,here are any number of possible sales techni'ues and approaches that you can ta%e to

    interest and motivate a sales prospect# 'ualify a sales opportunity# and bring a sales deal

    to close. So hich sales techni'ues are the most effectiveK -hich sales techni'ues ill

    ma%e you more moneyK -hich sales techni'ues ill annoy your prospects and cost you

    salesK

    ) SA*ES 1UA*,!Y,N+ TEC4N,1UES

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    Lualifying techni'ues are probably the most important part of the sales. ,ime is the one

    resource that you have the most control over as a sales person. And it also the one that

    is the most easily s'uandered.

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    -o# so persuasion techni'ues involve the poer to stimulate someone to do

    something by getting them emotional. @ery cool. o in my e$perience# people only

    get emotional about things that they personally care about. + thin% this is true for

    everyone. And if it is# then this means that you can/t get someone to do something thatthey don/t ant to do using persuasion techni'ues.

    /) SA*ES STRATE+Y TEC4N,1UES

    Sales strategy is often overloo%ed in a presales planning. 9earning from military

    strategists# there are 2 basic types of sales strategy that can be employed.

    Sa

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    ,hey also buy to reali!e ne capabilities and possibilities. Most of the time# people and

    businesses are buying to eliminate or avoid pain# as it is a stronger motivator for most

    people.

    -hen you learn ho to do this# you ill find that the customer pursues you# and sellsyou on hy they should buy. o sales proposal is necessary. +f any document is

    necessary# it is a simple list of products or services so that you can confirm in riting

    hat the customer ants to buy.

    8losing sales techni'ues are the sorriest# most annoying# and lame of all sales

    techni'ues in our profession.

    8losing sales techni'ues give all of us in the sales profession a bad name. "o can +

    say thisK ,hin% about it. =o you enjoy the e$perience of being FclosedF hen you buy

    something li%e a ,@# a car or# a dishasherK + %no + don/t. =o you thin% the 8

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    3% SA*ES T,PS

    ; Stay &ositive; eep on the tas% at hand

    /; e =ynamic in every conversation because there is no such thing as a standard

    sales call

    .; e assertive: obody respects a pushover

    3; ,al% less# Say more

    6; 4eturn every call every time ithin an hour

    &; As% for feedbac%

    ;

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    ; sales tomorro.

    /&; +ts better to %no the author than to read his te$t.

    /; ,he sale is only as big as you are.

    /7; 8ommon sense is orth 01 times more than memori!ed techni'ue

    .%; ,he best sales pitch is orthless ithout a call)to)action

    .; =etermination cannot be outsources or delegated

    .; ;nder &romise and 7ver =eliver

    ./; Solve &roblems dont Sell Solutions

    ..; ,a%e care of your customers or your competitors ill

    .3; 7pening a relationship is more important than closing a sale

    .6; Every sale has five basic obstacles: no need# no money# no hurry# no desire# no

    trust

    .&; Samson %illed a thousand men ith the ja bone of an ass. ,hat many sales are

    %illed every day ith the same eapon

    .; 3our greatest sales tools are your ears. Shut up and listen to your clients

    .7; ,he Colden 4ule of Sales is the Colden 4ule

    3%; A salesman# li%e the storage battery in your car# is constantly discharging

    energy. ;nless he is recharged at fre'uent intervals he soon runs dry. ,his is

    one of the greatest responsibilities of sales leadership

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    RE!ERENCES

    http:.mar%etingO0.comsales)management

    http:.y02.doe.govbusinesssalessalestypes.php

    http:.trulia.comblog%imberlyPryanP0211O1NgettingPtoP%noPthePdif

    f

    http:.selte%consultants.co.u%salesjobs.htm

    http:.freedombusinessbro%erage.comtypesPofPsales

    http:sales)techni'ues.industrialego.com

    http:.johnnyednesday.com51)sales)tips)and)'uotes)to)%eep)you)in)

    the)blac%

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    http://www.marketing91.com/sales-management/http://www.y12.doe.gov/business/sales/salestypes.phphttp://www.trulia.com/blog/kimberly_ryan_1/2009/08/getting_to_know_the_diffhttp://www.trulia.com/blog/kimberly_ryan_1/2009/08/getting_to_know_the_diffhttp://sales-techniques.industrialego.com/http://www.johnnywednesday.com/50-sales-tips-and-quotes-to-keep-you-in-the-black/http://www.johnnywednesday.com/50-sales-tips-and-quotes-to-keep-you-in-the-black/http://www.marketing91.com/sales-management/http://www.y12.doe.gov/business/sales/salestypes.phphttp://www.trulia.com/blog/kimberly_ryan_1/2009/08/getting_to_know_the_diffhttp://www.trulia.com/blog/kimberly_ryan_1/2009/08/getting_to_know_the_diffhttp://sales-techniques.industrialego.com/http://www.johnnywednesday.com/50-sales-tips-and-quotes-to-keep-you-in-the-black/http://www.johnnywednesday.com/50-sales-tips-and-quotes-to-keep-you-in-the-black/