The Art of Sales

Garza García Daniela Michelle 1801425

Ibarra Martinez Brandon Uriel 1815874
Treviño Luna Gerardo Sebastian 1735497
Reyes Ramos Jessica Danae 1797365
Cepeda Suarez Carlos Alejandro 1857980
“Sales is not about selling
anymore, but about trust
and educating”

-Siva Devaki

Modern A salesforce must have a

wide range of skills to
Selling compete successfully.

Salespeople required
simple presentational and
closing skills to be
successful.
Modern Selling
It combines new tools and modern sales
techniques, such as digital selling and
social selling, to find, engage, and
connect with potential customers and
achieve modern sales success.

Begins with a change in mindset for

sellers, sales leaders, and executives.
Customer
retention and
deletion

Data base and

Marketing the
knowledge
product
management

CUSTOMER

Adding value/
satisfying needs Customer
relationship
management
Problem
solving and
system selling
Modern Sales Approaches

1. Finding your ideal audience.

2. Engaging target buyers.

3. Connecting with prospects.
Benefits of Modern
Selling

Easily search for and identify prospects.

Develop thought leadership.
Provide valuable content to prospects to
build long-term relationships.
Engage with prospects.
Continue relationships with existing
customers to generate more referrals.
Types of Selling

Delivery Salespeople

The Salesperon task ´s is primarily concerned with

delivery the product

Winning and losing orders will be

dependent in reliability of delivery and
the personality of the salespersone
Order Takers-
Inside order-takers

The customer has full freedom to choose

products without the presence of a
salesperson
Outside order-
takers

These salesperson visit customers, but

their primary function is to respond to
customer request rather than actively
seek to persuade. outside order-takers
do not delivery and to a certain extent
they are beign replace by more cost
efficient telemarketing teams
Order
Creators

Order creators are the salespeople who help in pulling the

customer toward the product
Medical representatives approach to the doctors, the doctor
does not use the drugs but advises patients to buy the drugs.
ORDER GETTERS

Order-getters consists of those salespersons

whose major objective is to persuade customers
to make a direct purchase.

These are the front-line salespeople

and should have several skills like the
ability to identify new prospects,
persuading and negotiating, and
ultimately building a new and
profitable business.
Technical support
salepeople

This type of salesperson provides sales support to

front-line salespeople. When a product is highly
technical and negotiations are complex, a salesperson
may be supported by product and financial specialists
who can provide the detailed technical information
required by customers
Merchandisers:

These people provide sales support in retail and wholesale selling

situations. Orders may be negotiated nationally at head office, but
sales to individual outlets are supported by merchandisers who give
advice on display, implement sales promotions, check stock levels
and maintain contact with store managers.
Grupo Modelo lanzó su plataforma de cerveza y otros productos con entrega a
domicilio

Grupo Modelo lanzó su plataforma de cerveza y La promesa de entrega es que las bebidas
otros productos con entrega a domicilio. TaDa llegarán frías en tiempo estimado de entre 30 y
Delivery de Bebidas, es la apuesta de la empresa 35 minutos. Los consumidores tendrán la opción
para satisfacer a sus clientes. de utilizar envases retornables y no habrá cobro
por envío.

Martínez, C. (2022, 26 agosto). Cervezas frías a domicilio con Grupo Modelo, TaDa Delivery de bebidas. THE LOGISTICS WORLD | Conéctate e inspírate.
Recuperado 27 de agosto de 2022, de [Link]
The Marketing Orientation
Product Orientation Product Orientation

Product orientation might result in inventing The focus of company effo switches to the
a product that could revolutionize aspects of sales function. The main issue here is not
people lives. hoy to produce but, having products how to
In a product oriented approach business ensure that this production is sold.
focuses and develop products based on
what it is good at-making or doing, rather Sales orientation results in establishing
than what the customer wants. organizational cognitiveelements. These
cognitive elements include the individual
knowledge and skills, which reside in the
collective knowledge systems.
Disadvantages for Product
Orientation
The risk of product orientation is that organizations can continue to
develop their customer-pleasing products in the same way that they
created the product, which is isolated from the customer.
Disadvantages for Sales Orientation

In product development, involving the customer adds value to the

organization, this could make the difference between failure and success.
Otherwise, the organization would lose the loyalty of its customers and
maintaining its relationship with them would be costly, through promotions
and discounts.
Actions to increase our sales
Bundle products.

Offer customers multiple

services for a special/reduced
price. Create a culture of
Customers are happy to
consolidate services with one healthy competition
vendor as long as they are
satisfied with your service.
It offers incentives to the seller
of the month and other
recognitions that motivate them
to sell more every day.
Reward customer
loyalty Analyzing metrics
Make sure you reward those who
prefer us, giving incentives and
Analyze and track how we obtained
discounts for frequent purchases. This
your current customers and continue
is called customer retention.
these efforts, such as advertising,
– Maintain current customer spending
interest in articles written by our
levels.
company, marketing materials, web
– Reward customer loyalty.
sites, and relationships.
– Information gathering.
– Sales increase.
actions to increase
YOUR BUSINESS SALES

1 Surprise your customers by offering them positive experiences in the purchase and
consumption of your products. Remember that experiential marketing is key to stand
out from the competition and gain preference in the market.

Create a culture of healthy competition among your vendors. It offers

incentives 2 to the seller of the month and other recognitions that motivate
them to sell more every day. 2
3 optimize logistic processes . Eficcience is key

4
Design a guarantee and quality policy that gives confidence to potential
customers, especially when there are similar products of lower price in
the market.

5
Train your salespeople to learn sales techniques and strategies that
allow them to be more effective at everv opportunity. Here you can
find lots of material to learn about sales.

Change the combination of colors used in the product, packaging,

advertising, brand, in the comercial premises, etc. Remember that color can
6
have a 60% to 80% influence on the decision to buy a product
7 Create a customer data base

Know your customers. Worry about knowing who they are, what
motivates them to go to your business, where they live, what they like, 8
etc. Any data can be very valuable for your strategies.

Who are you competing with? Identify and analyze the competition.
9

Find out what their strengths and weaknesses are. If you consider it
convenient you can make alliances with them that generate benefits
for both.
Pay attention to the complaints, claims and suggestions of each of
10 your clients and give them a quick response to your request. A
dissatisfied customer eniovs sharing his negative experiences with all
his friends and contacts in social networks. Do not risk.

Offer free after-sales services and additional services. 11

Technical service, advice, free freight, etc. 11

The location of your business is key. If 12 sales are low it may be

12 due to a bad location and it would be enough to find a more
suitable area to boost sales.
Releationship selling
QUALITY ;
The development of the movement towards relationship selling from its earliest

roots based on quality issues through to the more mature notion of total quality
management (TQM). In a more discerning marketplace customers desire and deserve

the best in terms of quality. The selling implications of such expectations have been

discussed.
LEAN MANUFACTURING:
Lean manufacturing is growing apace as a manufacturing technique, with the result

that longer-term selling relationships are becoming the norm.

TRADITIONAL MARKETING.
Traditional marketing is thus beginning to be replaced by reverse marketing, with

buyers becoming more proactive in initiating comercial transactions, including long-

term strategic relationships.

INTERNET AND IT APPLICATIONS IN SELLING
AND SALES MANAGEMENT

Information technology is helping companies such as Wal-Mart

and Raytheon to sell efficiently and effectively to their customers.

The internet is allowing customers to search for product and

price information more easily than ever before, and to buy

directly without the need for sales people or distributors.

Developments in information technology such as email, fax and

mobile phones are improving the communications links between

salespeople, customers and head office. They are also bringing

pressure on salespeople who are now expected to respond faster
because of the speed at which these new technologies operate
INTERNET AND IT APLICATIONS IN SELLING AND SALES

MANAGMENT

Costumer relationship managemnt

software is allowing companies to

understand quality of their

costumers relationships better tan

their could historically, it also

provides company staff with access

to the same data about the

costumer so they can respond.

Sales management has also benefited from these developments.

Sales force automatation (SFA) software has helped to increase the

productivity of the sales person, while IT also to support territory

managment, journey planning, recruiment and selection, training,

sales forestcasting, sales force size and evaluation systems

The following article focuses on

explaining the stages of the

Ecommerce growth cycle, the

stages are:

Stage 1: Start-up growth

Stage 2: Stagnant growth
Stage 3: Scale-up growth

In the article we see the

importance of each of the

stages and how they develop.

RECRUIMENT AND SELECTION SALES FORESCASTING AND

BUDGETING
The selection of sales people is a task wicht does not always recibe the attention it should form sales
managers.
A sales manager should decide on the requeriments of the job and the type of person who should be
able to fulfil them.
They should also be aware of the techniques of the interviewing and the necessity of evaluating the
candidates, in line with the criterio established during the personal specification stage. Finally, the
sales manager should consider the use of psychological tests and role playing as further dimensions
of the assessment procedure.
The purpose of sales forecasting has been explained and it has been emphasized that this function rests
with sales management.
The importance of forecasting to the planning process has been established; without reasonably accurate
forecasting, planning Will be in vain.
Forecasting has been considered under the headings of qualitative and quantitative techniques, with the
latter being Split into time series methods and casual methods.
THE SALES BUDGET

Qualitative techniques and time series methods have

been explained in the amount of detail requerid to give
you working knowledge of their application.

Casual methods depend largely upon the use of the

computer, and computation relies to a grat extent upon
advanced mathematics.
The sales Budget, wich is determinated by the sales
forescasting is broken down into sales quotas or targets
for individual sales people and regions. Monetary
incentives may be linked to the attainment of quotas and
may be used as a yardstick of achievement.
SALESFORCE EVALUATION
A model of the evaluation process in described. It begins with setting objetives, moves to the
determination of sales strategy, the setting of performance standards, measurement of results again
standars and finishes with action taken to improve performance.
A more detalied look at the kinds of measures used to evaluate salespeople was then taken. Two
broad measures are used quantitative an qualitative indicators, sich measures can be used to
evaluate, control and motivate sales people towards better performance.