CONCEPT PRESENTATIONCONCEPT PRESENTATION

Sales Call Allocation Grid

• According to AMA, “A method

used to classify customers and

determine the sales effort to

direct toward them. The

dimensions are the strength of

the firm's position with the

customer and the customer's

sales potential”.

Sales Quota

• A sales goal or objective that is assigned to a marketing unit.

• The marketing unit in question might be an individual salesperson, a sales

territory, a branch office, a region, a dealer or distributor, or a district.

• Sales quotas apply to specific periods and may be expressed in dollars or

physical units.

• Thus, management can specify quarterly, annual, and longer term quotas

for each of the company's field representatives in both dollars and

physical units.

• It might even specify these goals for individual products and customers.

Adaptive Selling

• An approach to personal selling in which selling behaviours

are altered during the sales interaction or across customer

interactions, based on information about the nature of the

selling situation.

AIDA

• An approach to understanding how advertising and selling

supposedly work.

• The assumption is that the consumer passes through several

steps in the influence process.

• First, Attention must be developed, to be followed by

Interest, Desire, and finally Action as called for in the

message.

Trail Close

• An attempt made by the salesperson to close the sale.

• The purpose of a trial close is to ensure that all conditions for

purchase are known and that the buyer is serious about this

process.

• The dealer makes a series of smaller decisions rather than

being confronted by one large decision.

Sales Lead

• An inquiry or referral about an individual or organization that

is a potential customer.

Sales Potential

• The portion of the market potential that a particular firm can

reasonably expect to achieve.

Prospect Pool

• Prospect: A potential qualified customer who has the

willingness, financial capacity, authority, and eligibility to buy

the salesperson's offering.

• A systematic approach to finding new customers involving the

setting aside of time after allowing for calls on existing

customers specifically for prospecting.

• A database of the prospects in the market

Stimulus Response

• A sales presentation method that emphasizes the importance

of saying the right things at the right time by means of a well-

prepared sales presentation (stimulus) in order to elicit the

desired response (sale).

Sales Forecasting

• The prediction, projection or estimation of expected sales

over a specified future time period.

Market Demand

• The total volume of a given product or service bought by a

specific group of customers in a specified market area, during

a specific time period.

Delphi Method

• A method of forecasting that relies on repeated measurement and controlled

feedback among those participating along the following lines:

– Each individual prepares a forecast

– The forecasts are collected, and an anonymous summary is prepared by the

person supervising the process

– The summary is distributed to each person who prepared a forecast

– Those participating in the process are asked to study the summary and submit

a revised forecast. The process is repeated until the forecasts converge.

Top Down Approach

• Top-down sales forecasting begins with combined data on sales of all

products.

• It applies the methods of statistics to predict sales of individual items at

particular locations.

• Depending on the scope of the business, this means breaking down the

overall sales prediction into multiple brands, products or even SKUs.

Sales Force Automation

• Sales force automation (SFA) is an integrated application of customizable

customer relationship management (CRM) tools that automate and

streamline sales inventory, leads, forecasting, performance and analysis.

• SFA tools include Web-based (hosted CRM) and in-house systems.

• SFA is also known as sales force management system

Sales Routing

• A process of directing either an employee or a vehicle along

some pre-designated path. The path is usually designed to

minimize cost or effort given some overall objective of the

system.

• A plan describing how a salesperson will travel through the

salesperson's sales territory.

Sales Leakage

• Sales Leakage is defined as preventable breakdowns and points of friction

that contribute to unnecessary sales losses.

• Sales Leakage includes the many "leaks" which hurt sales productivity,

reduce marketing effectiveness and waste the three most valuable

resources a company has: time, money, and people.

Order Taker Vs. Technical Sales

• Order Taker: Type of salesperson who only collects orders but

does not make any diligent attempt to find new customers, or

to persuade existing customers to increase the size or

frequency of their orders.

• Technical Sales: A salesperson hired primarily for his or

her technical or scientific expertise

Consultative Selling

• A customized sales presentation approach in which the

salesperson is viewed as an expert and serves as a consultant

to the customer.

• The salesperson identifies the prospects' needs and

recommends the best solution even if the best solution does

not require the salesperson's products or services.

Expert Opinion

• A sales forecasting method in which outside specialists or

industry experts - economists, academics, management

consultants, advertising executives, etc. - are asked to assist

in the preparation of the sales forecast.

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