Sales Management: Strategies, Techniques, and Customer Relations

This report provides an overview of sales management, encompassing key concepts such as the importance of sales management in directing activities related to products and services, and its role in aligning with marketing management. It details the principles of successful selling, emphasizing the need to sell with purpose, ask questions, and listen attentively. The report explores various techniques for successful selling, including understanding the market, focusing on data, and building trust. It also covers customer segmentation and cross-selling strategies to enhance sales. Furthermore, the report outlines practical ways to improve sales, such as being prepared, offering new products or services, and following up with potential clients. Finally, the report discusses how to refine the sales pitch by emphasizing the value of products and services over price and by preparing responses to potential objections. References to relevant academic articles are also provided.

SALES MANAGEMENT

Introduction
 Sales management helps to provide directions or instructions of
activities which is related with the products and services.
 Marketing management helps to analyse, implementation and control
related to the programmes which is designed to carry any changes
regarding the market so that company will attain the desired goals and
objectives.

Principles of
successful selling
 Always sell to purpose
 You must ask question
 Listen to understand

Techniques for successful selling
 Understand your market
 Focus on the data
 Build trust

Customer segmentation: Company can divide their clients as per their
tastes and preferences.
Cross selling: Organisation can sell their products and services to their
existing buyers.

Ways to improve sales
 Be prepared
 Offer something new
 Follow up

If company wants to improve their sales then they have to make
contacts as well as relationships with people. They need to update
their customers timely which will aid them to improve their sales.

Ways to improve sales
pitch
 Make an effective conversation about the
value of products and services rather than
price.
 Have prepared about the answers to any and
all about objections.

References
 Andzulis, J.M., Panagopoulos, N.G. and Rapp, A., 2012. A review of
social media and implications for the sales process. Journal of Personal
Selling & Sales Management. 32(3). pp.305-316.
 Ketter, W. and et. al., 2012. Real-time tactical and strategic sales
management for intelligent agents guided by economic regimes.
Information Systems Research. 23(4). pp.1263-1283.
 Rodriguez, M. and Honeycutt Jr, E.D., 2011. Customer relationship
management (CRM)'s impact on B to B sales professionals'
collaboration and sales performance. Journal of Business-to-Business
Marketing. 18(4). pp.335-356.
 Dixon, A.L. and Tanner Jr, J.J.F., 2012. Transforming selling: why it is
time to think differently about sales research. Journal of Personal
Selling & Sales Management. 32(1). pp.9-13.

Thank You