The Sales Strategies presents in a logical and systematic manner a number of fundamental concepts in the field of sales, theoretical and practical notions, working tools, methods and sales techniques adopted in practice.
Conceived from a wider perspective of marketing and sales activities in multinational companies, the book is useful to those who want to develop a career in sales, those working in the Marketing & Sales Department and aiming to improve their marketing skills, sales and communication, entrepreneurs looking for solutions and understanding the fundamental role of sales in achieving business success.
And last but not least, this book is the subject of the Sales Techniques course supported by the Faculty of Marketing, for the students and master students of this faculty, within the Bucharest Academy of Economic Studies.
In order to provide an attractive and easy course support, the structure of the book is based on 7 thematic chapters, with specific objectives, keywords, mottoes, abstracts, charts and tables representative of the themes approached. Each chapter presents case studies built on the basis of information relevant to acquiring and understanding the concepts taught, a total of 28 practical and attractive case studies.
Updated bibliographic resources allowed a theoretical and practical approach to the fundamental concepts currently used in marketing and sales.
The sale is a concrete, marketing-specific activity, carried out through a sales force within a company. Due to the direct relationship between sales and marketing, salespeople must have minimal knowledge of the market, consumers, competitors, distribution, promotion, knowledge that is specific marketing, sales and communication skills.
Selling a product, service or idea involves the engagement of both the salesperson and the buyer in a sales process focused on successive stages based on a communication relationship between the two partners.
In practice, salespeople performing adopt different approaches to client based on different selling models, types of questions, arguments and demonstrations, methods of handling objections client, methods of closing the sale necessary to secure the commitment and successfully completed the sale.
Regardless of the selling technique adopted by the company's sales force, the goal will be to attract new prospects and develop a solid, long-term relationship with actual customers. The most familiar selling techniques are based on different stages of the sales process, which are tracked by the sales agent through open, bidirectional communication and by applying sales concepts specific to the IBM model, Win-Win model, Planning matrix, and others.
Sales activity within a company must be carefully organized and evaluated, respecting certain important rules in order to increase efficiency and achieve sales performance. Thus, organizing sales force activity involves the use of geographic criteria, products, customers and functions with specific advantages and disadvantages.
Therefore, sales management aims at achieving clearly defined sales force through managerial processes of planning, recruiting, selecting, training, motivating and evaluating the entire sales activity of the company's sales force.