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. Taking care of sales is called sales management.

Optimisation of sales
Ideally, a total optimisation of sales 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 sale:

1) Fundamental sales affecting parameters:

• 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, cooperative purchasing association, sales van, packaging, physical transportation, etc.

2) Communication parameters

• 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          05-02-2012