module 5 sales

Module 5: Sales

5.1 Sales lead generation

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Sales lead generation

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- generation of consumer interest or inquiry into products or services

- list building, e-newsletter list acquisition or sales leads

- organic search engine results or referrals- "quality" leads- process of making contacts which may lead to a

sale - leads may come from various sources or activities

Sales lead generation

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- survey finds that 78% of respondents say email is the most-used channel for getting leads, then event marketing and finally content marketing

- Social media only a minor role in lead generation - direct traffic, search engines, and web referrals are

the 3 most popular online channels for lead generation(93% of leads)

- Lead generation is often combined with lead management to move leads through the purchase funnel.

Module 5: Sales

5. 2 Sales techniques

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David Sandlers Selling Principles

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1. Assume that the problem that the prospect communicates is the real problem.

David Sandlers Selling Principles

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2. Don’t think that your sales “presentation” will seal the deal.

David Sandlers Selling Principles

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3. Don’t talk too much.

David Sandlers Selling Principles

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4. Don’t believe that you can sell anybody anything.

David Sandlers Selling Principles

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5. Don’t over-educate the prospect when you should be selling.

David Sandlers Selling Principles

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6. Failing to remember that salespeople take decisions, too

David Sandlers Selling Principles

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7. Don’t try to read minds.

David Sandlers Selling Principles

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8. You are not an“unpaid consultant”

David Sandlers Selling Principles

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9. Being your own worst enemy

David Sandlers Selling Principles

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10. Keeping your fingers crossed that a prospect doesn’t notice a problem

Module 5: Sales

5. 3 Sales management

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What is Sales Management?

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Salespeople are used to find, sign, and service customers, and to build revenue and profits.

What is Sales Management?

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“A sales manager can have a narrow or a broad spectrum of responsibilities including the following: estimate demand and prepare sales forecasts; establish sales force objectives and quotas; prepare sales plans and budgets; establish the size and organization of the sales force; recruit, select, and train the sales force; compensate the sales force; control and evaluate sales performances.”- Robert D. Hisrich and Ralph W. Jackson, Selling and Sales Management

What is Sales Management?

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“Good sales management properly applied is the least expensive, most effective, way to increase dollars of revenue and margins, market share, cash flow, return on investment, and net present value, as well as to beat the competition and make yourself a hero. . . . It costs no more to properly hire, train, compensate, motivate, and evaluate salespeople. Effective time and territory management, forecasting, planning, budgeting, and good communication and control are no more expensive than performing these same functions poorly.”- Robert J. Calvin, Sales Management

What is Sales Management?

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“Sales management: The attainment of sales force goals in an effective and efficient manner through planning, staffing, training, directing, and evaluating organizational resources.”- Charles M. Futrell, Fundamentals of Selling

Repeated functions

• Sales planning• Recruiting / staffing• Training• Controlling / directing• Evaluating• Effectiveness / efficiency• Compensation

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Impact of effective Sales Management

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• Increase sales revenue and profitability• Decrease variability of • Increase sales productivity• Increase customer satisfaction and loyalty• Increase salesperson motivation