At this point some brief commentary misappropriate on the essential company literature that is generally supplied to customer sin standard format:
Each of these documents is intended to communicate information important in the selling process, and should be designed to create interest and gain attention, encouraging buyer to pursue contact with the salesperson to the point where an order is placed.
Product price lists
These need to include information on:
These will normally include comprehensive technical data concerning the structure and performance of the products, with illustrations,drawings, technical data, wiring diagrams(if appropriate), servicing and maintenance data, etc.
Catalogues and brochures
These are intended to show the product to prospective buyer, but cannot substitute for as ample or demonstration. Illustrations should be photographic wherever possible,as this makes more impact than line drawings,although those can usefully aid a presentation where they show the workings or functions of a product.
Companies are now looking at other mediator carry catalogue information, such as videotapes and computer systems (on CD-ROM disks). Without a doubt the use of compute rand associated media will grow rapidly, as companies can download latest prices and catalogue data via modem links.
This will link with direct ordering over computer links as we move more towards a paperless business environment. But the salesperson will not become redundant, still having a key role in promoting consumption growth, communicating about products to prospective customers.
Advertising and promotional programming sheets
These are most commonly issued by suppliers of consumer products and products sold through trade dealer networks as they alert their distribution outlets and trade dealers to the forthcoming marketing communications supporting products.
Typically a leaflet will summarize the time sand dates of media advertisements, to encourage trade purchase and display in order to maximize the impact of advertising on sales and profits through distribution outlets.
Salespersons would normally use this information during presentations to obtain orders and increase sales, selling up on the strength of media support generating additional demand through increased consumer awareness. The reader may find some of the principle sand guidelines expounded in Chapter relevant to the presentation of information to customers.
Sales Management Related Tutorials
|Marketing Management Tutorial|
Sales Management Tutorial
Roles And Functions In The Sales Force
Sales Structures And Organization
Motivational Management In The Sales Force
Sales Management By Objectives
Motivating Through Rewards And Incentives
Providing Appraisals And Feedback For Motivation, Training And Discipline
Communication In The Sales Force
Sales Meetings And Conferences
Recruitment And Selection In The Sales Force
Basic Sales Training
Field Sales Training
The Planning Process
Sales Force Administration
Sales Management Control
Merchandising At The Point Of Sale
Key Account Management
Alternative Sales Or Distribution Operations
Developing International Markets
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