Sales Management: SPIN Selling, Sales Strategies & Data Management

This report delves into sales planning and operations, emphasizing the SPIN selling process as a customer-centric approach that requires sales teams to ask insightful questions and provide tailored solutions. It highlights the importance of closing sales, detailing how it instigates sales, softens buyer resistance, and helps new sales teams convince customers. The report also explores methods for organizing and controlling a sales force in alignment with corporate objectives, stressing the need for sales strategies to support overall business goals. Furthermore, it examines the role of customer database management in effective sales management, noting how technology streamlines data collection, saves time, and enables quick decision-making, ultimately enhancing customer engagement and awareness of company offerings. The document concludes by referencing academic sources, reinforcing its arguments with established research in the field of sales and operations planning.

Sales planning and operations
PART 2
Sales presentation

 SPIN model is based on the theory that relationship selling is a
customer centric approach. It the mainly requires the First class to
adopt their selling process and also delivers personal solutions.
 In order to accomplish this task, sales team of organization needs to
ask a lot of questions from their clients, let do them provide their
whole information and should provide responses to their questions
also.
 There are four components of a sales call: opening, investigating,
demonstrating capability, and obtaining commitment.
SECTION 1
2.1 Principles and best practice of SPIN selling process

This model consists of four basic principles or considered as question
sequence.
 Situation: These questions deals with the gathering the desire facts
about the buyer’s existing condition and also gives a starting place
for understanding your buyer’s needs.
 Problem: Asking the questions related to problems will helps the
customers to understand their needs and definitely it will provides
the way for cited organization to propose a solution that will
considered as beneficial customers
Cont.…

 Implication: These are closely linked towards the success as they
raise the motivation of prospect’s to seek the change. It uncovers the
effects or consequences of buyer’s problem related to purchase of
products and services.
 Need payoff: Once the organization supports their customers to
analyse their specific requirements, then they will help the buyers to
discover the direction by asking the questions how the problems get
resolved.
Cont.…

Closing the sale is mainly considered as process of making a sale and
considered as the final step of transaction.
It is the stage at which the sales of organization will convince their
customer to purchase the product and services.
There is major importance of closing a sale which is mentioned
above:
 It makes necessary for sale person of organization to instigate the
sale.
 Closing techniques helps to soften the resistance of buyer’s.
 These are might be powerful but ultimately provides positive
influence on buyer.
2.2 Importance of closing the sale

 It will help the newly appointed sales team and manager in First
class group to convince their existing or target customers to buy the
products and services.
 It includes major minor and minor important questions that help in
analysing the needs of customers.
 It helps in getting a belief that the sales team has satisfied the needs
of prospects.
Cont.…

 As per the analysis, the major reason behind the success of every
business enterprise is development of strategies by analysing the
objectives.
 Corporate goals and objectives are needed to be fulfilled after the
accomplishment of strategies.
 Therefore, it is clear that if the sales strategies of organization are
not aligned with the corporate goals then the organization will have
a chance to receive the negative outcomes.
Section 2
3.1 Methods used for organizing and controlling a sales force in line
with corporate objectives.

 The objectives of First class group is to capture the market share in
hospitality sector, then its sales strategies will become sales oriented
then their sales team will only focus on selling the products and
services by using any technique.
 Various there methods of organizing and controlling a sale force is
considered as analysis of objectives, acquiring the information about
customers perception, business plan, financial resources and
development of strategy.
Cont.…

 Aligning the sales enterprise with overall business strategy.
 Structuring of their sales force.
 Expansion of business through appointment of more sales
representatives to control business.
 Review of range of products in order to describe the best structure
of sales.
 Focusing on the important customers.
 Analysis of sales resources and reviewing the skills of
representatives.
 Establishment of structure of management for the sales force.
Cont.…

 Database management is considered as software that is used by
organization for creation and managing the information about the
customers for management of business functions.
 There is a major role of database in making effective control over
sales.
 By using approach of technology of ICT in the environment of
business, the process is manually done by the software.
 This management of data has saved the time of organization in sales
management as earlier they were manually recording data on books
and that was considered time consuming procedure in gathering the
information from the data.
3.5 Role of customer data base management in effective sales
management.

 Further, in present scenario, computerized management of
information will be easily access the data and preparation of various
reports which will helps the organization in making quick decisions.
 With appropriate database management First class group will able
to store information about their target audience of both present as
well as future.
 Other than this, through this system will also keep the information
about there more customers and also make them aware about
various schemes which have been offered by the company in future.
Cont.…

 Patil, R. and Shah, J., 2016. Optimal dynamic production and sales
plans for a new product in the presence of scarcity
effects. International Journal of Operational Research. 27(4).
pp.610-623.
 Qi, J. and Ellinger, A.E., 2017. A Conceptual Framework of
Organizational Orientation Antecedents of Sales and Operations
Planning. In Creating Marketing Magic and Innovative Future
Marketing Trends (pp. 1319-1329). Springer, Cham.
 Thomé, A.M.T., Sousa, R.S. and Scavarda do Carmo, L.F.R.R.,
2014. The impact of sales and operations planning practices on
manufacturing operational performance. International Journal of
Production Research. 52(7). pp.2108-2121.
REFERENCES

 Meyr, H., Wagner, M. and Rohde, J., 2015. Structure of
advanced planning systems. In Supply chain management
and advanced planning (pp. 99-106). Springer Berlin
Heidelberg.
 Fleischmann, B., Meyr, H. and Wagner, M., 2015.
Advanced planning. In Supply chain management and
advanced planning (pp. 71-95). Springer Berlin Heidelberg.
 Vuchic, V.R., 2017. Urban transit: operations, planning,
and economics. John Wiley & Sons.
Online
 Richmond. K. K, 2017. “What Is SPIN Selling” [Online]
Available through
:<https://catalog.flatworldknowledge.com/bookhub/2031?
e=fwk-125752-ch10_s04>
Cont.…