Question

. Discuss the key differences between relationship selling and traditional selling.

. List and explain the steps in the selling process. Please utilize the steps in the AIDA concept to enhance your discussion.

. What are the key functions of sales management? Illustrate each with a marketing example.

. Describe the use of customer relationship management in the selling process. I expect a good marketing example.

Answer 1

1) There are 3 key difference between relationship selling and traditional selling

A) Planning : In traditional selling the sales manager would not take any interest or much thought on sales planning, it just simply goes and wants to sell its product whereas in relationship selling the manager would have a prepared sales plan for the forecasted sales and it would gather all data about its product for its customers.

B) Consumer Interest : In traditional selling, the manager would be least bothered about the customers interest in the product or the type of product the customer would like to buy. While in relationship selling the manager would sell according to the taste and preference of the customer.

C) Consulting : In traditional selling the manager just would sell the goods or provide the services and not much bother about providing better customer services after sale while in relationship selling the manager apart from sellinh would also give additional services of consultancy, advicing and assistance to its customers.

2) The steps involved in selling process would be as follows :

Step One : Prospecting : This step involves of gathering the details on the firms or individuals would can become our customers. This about creating the target audience.

Step Two : Pre-approach : This step comes before sales promotion. In this step the sales manager would collect as much information as possible about its new and regular customers which include their taste, preference, interest, likes and dislikes

Step Three : Approach : In this step the sales manager would focus on the benefit the customer would get on the purchase of its products. The sales manager would have to analysis in terms of features, advantages and benefits of its product to its customer

Step Four : Sales Presentation : After the target audience is identified the manager can give sales presentation of its product which involves giving vocal and visual explanation of the business model.

Step Five : Handling the objections : After we have made the presentation as above there would be various objections from the customers, the sales manager should be ready to answer all the objections and concern of the customers

Step Six : Closing the Sales : Once the customer is convinced with the product and the presentation he would purchase the products and than we can enter into sales agreement for the product

Step Seven : Following Up : Once the customer has purchased our goods it is necessary to do follow up for quality assurance and customer satisfaction

3) The Key functions of Sales management are as follows :

The sales management should ensure the achievement of sales target for the company and motivate its team to achieve the sales target

Drafting of plan for achieving the sales, analyzing the data on the past performance and projecting the future performance.

Making a plan for providing best after services to its customers.

4) Customer relationship Management

These days customer is the most important element for making a business grow. Customer relationship management is very important step in the selling process. As if the customer are not happy with the products there would be no one to buy the product. Every selling process should have customer relationship management process which would advice, assist and guide the customer on the various issues technical or general the customer is facing on its products. Customer satisfaction is the key for product success. If the customer is provided with the best customer services, that customer would be the regular customer of the business and he would recommend our products to its references this would indirectly lead to increase in sales for the business.