Sales Management

Related answers:

Various business operation parameters must be utilised to influence sales, and you and your helpers will be the ones who decide which parameters to use.

Optimisation of sales
Ideally, a total optimisation of sales management would be to add the necessary resources to each parameter at the right time. The big questions are: What are the necessary resources? When is the right time?

These parameters help you optimise your sales management:

1) Fundamental sales management tools:

• Product design - product/service quality
• Packaging - design, homogeneity, signalling environmental friendliness, recyclability, usefulness
• Product range - wide, deep, trade specific
• Price - pricing, psychological prices, sale, market-based price, etc.
• Payment terms - cash, credit, discounts, etc.
• Service - obligations to buyer, right of return, e-services, pre-delivery, after-sales
• Location - near customers, near wholesaler, arbitrary
• Staff - conduct, knowledge, expertise, specialisation, attitude
• Distribution - direct/indirect sales, retail concept, co-operative purchasing association, sales van, packaging, physical transportation, etc.

2) Communication parameters - how to promote your products:

• Advertising - advertisements, printed matter, internet, catalogues, brochures, magazines, flyers, cinema/TV/radio commercials, traffic adverts, shop displays, exhibition guides, signing, promotional gifts, etc.
• Sales promotion - sample products, introductory offer, demonstration, delivery on approval, in-store displays…
• Public relations - publicity, storytelling, press releases, events, educational material…
• Fair and exhibition showcasing
• Sponsorship - providing sponsorship for culture, sports, and environment
• Personal sales promotion - sales letters, cold calling, direct mailing

Copyright © 2009 Dynamic Business Plan          21-05-2012