Research Paper Sales Management
Which are the key factors that can contribute to successful sales through personal selling strategies in different industries?
Sales Management
May 31th 2013
Summary
Introduction 3
I. Key factors 4
A. Selling Model 4
B. Value concepts 4
C. The performances 5
II. Comparison between two industries 6
A. Pharmaceutical industry 6
B. Car industry 7
Conclusion 8
References 9
Introduction
Personal selling is a person-to-person communication with a prospect. Personal selling is a process of developing relationships, discovering needs, matching products with needs and communicating benefits. It ‘s viewed as a process that adds value.
Personal selling has known an evolution from the industrial economy to the information economy. That began in the 1950s. The new emphasis is information exchange rather than producing goods. That means strong implications for personal selling. In industrial economy, advances occur in transportation and manufacturing. Strategic resources are capital and natural resources. Products and factories define the business. And sales success means meeting sales quotas. While in information economy, advances occur in information technology. Strategic resource is information. Customer relations define business. And sales success depends on adding value.
Personal selling has an important role. Personal selling employs often the major promotional method. Today, companies have understood that to make more sales and more profits, they need good personal selling. So companies invest in personal selling. Personal selling has evolved because products and services are more complex. Competition has greatly increased. And customer demand for quality, value and service has sharply risen.
At the beginning, salespeople are as a source of strategic information on product, on market and on service. After, the consultative selling appears. It focuses on need identification, sharing information and a strong negotiation. The driving force
Sales Management
May 31th 2013
Summary
Introduction 3
I. Key factors 4
A. Selling Model 4
B. Value concepts 4
C. The performances 5
II. Comparison between two industries 6
A. Pharmaceutical industry 6
B. Car industry 7
Conclusion 8
References 9
Introduction
Personal selling is a person-to-person communication with a prospect. Personal selling is a process of developing relationships, discovering needs, matching products with needs and communicating benefits. It ‘s viewed as a process that adds value.
Personal selling has known an evolution from the industrial economy to the information economy. That began in the 1950s. The new emphasis is information exchange rather than producing goods. That means strong implications for personal selling. In industrial economy, advances occur in transportation and manufacturing. Strategic resources are capital and natural resources. Products and factories define the business. And sales success means meeting sales quotas. While in information economy, advances occur in information technology. Strategic resource is information. Customer relations define business. And sales success depends on adding value.
Personal selling has an important role. Personal selling employs often the major promotional method. Today, companies have understood that to make more sales and more profits, they need good personal selling. So companies invest in personal selling. Personal selling has evolved because products and services are more complex. Competition has greatly increased. And customer demand for quality, value and service has sharply risen.
At the beginning, salespeople are as a source of strategic information on product, on market and on service. After, the consultative selling appears. It focuses on need identification, sharing information and a strong negotiation. The driving force
References: René Y. Darmon « Quel avenir pour la vente en face à face? », Gestion 3/2001 (Vol. 26), p. 53-60. URL : www.cairn.info/revue-gestion-2001-3-page-53.htm. DOI : 10.3917/riges.263.0053. Marketing Strategies for Personal Selling, by Laura Jerpi, Demand Media - http://smallbusiness.chron.com/marketing-strategies-personal-selling-46563.html The Secret to a Successful Sales Strategy -http://www.sellingpower.com/content/article/?a=10152 Key success factors - totalsuccesscenter.com/business-success/key-success-factors/ Fiche métier délégué pharmaceutique - http://www.orientation-pour-tous.fr/metier/delegue-pharmaceutique,13481.html Vendeur automobile - http://www.studyrama.com/formations/fiches-metiers/automobile/vendeur-automobile-44050 Frank Huber, Andreas Herrmann, Robert E. Morgan, (2001) "Gaining competitive advantage through customer value oriented management", Journal of Consumer Marketing, Vol. 18 Iss: 1, pp.41 – 53 Jozée Lapierre, "Customer-perceived value in industrial contexts", Emerald 15, (2000)