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Selling Problems Or Problems Of Sales

Selling problems or problems of sales sellers are assured basically that for sale it is necessary to tell about the goods available for them and it is enough that the client has decided to buy the goods. Thus a little clearly from where this client should undertake. The traditional answer is advertising. Practice shows that this approach ceases to work on the majority of the markets. More precisely if you have decided to use such approach you are doomed to high expenses and low sales.

The recipe ?1. Active sales

Cease to wait for the client. Without your active actions he hardly learns about you and will decide something to buy from you.
Create address base of your potential clients,
Dispatch them the information on your company and the offer, and the offer from your company is better,
Call and learn that thinks MAIN (on your question) the employee of the organisation or the potential buyer,
Agree about a meeting with the buyer, to which interestingly your offer,
Meet the buyer and present it your offer (tell, than your offer can be favourable to the buyer),
On the basis of the received information make more exact proposal for the buyer who remained he is interested by your offer,
Carry out transaction end, conclude the contract,
Preventions:
The company offer should be to interestingly potential buyer,
The employees working on active sales should be competent, trained. They should not be frightened new contacts and refusals of offers.
Active sales are desirable for making constantly and is system. The received information is desirable for saving in a database.

The recipe ?2. The competitive offer

Think up the decision which will solve problems of the buyer the best ways or it is the most favourable.
Study a question, for what purpose various buyers get your product, and what benefit they receive from you.
Find out who also how helps to achieve the object to buyers (to solve their problems).
Think up a way how to solve a problem of the buyer more in the best or favourable way or combine the way from the best ways of competitors.
Preventions:

Before the beginning of mass actions check up appeal of the offer on small group of buyers. How much your offer it is interesting and favourable.

The recipe ?3. Construction of relations with the buyer (for the advanced users).

In the course of dialogue with the buyer try to construct efficient and long relations. Business becomes profitable only at fulfilment of repeated purchases in enough.

1. At dialogue find out requirements and features of the buyer.

2. On the basis it is received information make the proposal which will consider in the maximum image its inquiries and expectations.

3. Keep in touch with potential buyers even if they do not make purchase at the moment. The buyer will be grateful for attention to it.

The prevention: for realisation of the recipe ?3 it is necessary to involve the most skilled and professional employees. The given work is necessary for conducting is system and it is constant. It is necessary to create constantly the base or bases of the future sales. Someone should be engaged in it.

Today it is quite easy to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.

And a final piece of advice – today the online technologies give you a really unique chance to choose exactly what you want for the best price on the market. For example, search for free insurance quotes. You will be surprised how quick you can find range of products and prices for them. Strange, but most of the people don’t use this chance. In real practice it means that you must use all the tools of today to get the information that you need.

Search Google or other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and participate in the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real chance to make a smart and nicely balanced decision.

And also sign up to the RSS feed on this blog, because we will everything possible to keep updating this blog with new publications about appointment setting industry.

Basic Errors In The Organisation Of Department Of Sales

In given article we consider the basic errors which should face the management of the companies at the independent organisation of Department of Active Sales.

The analysis spent on 200 companies has revealed following laws:

Training of managers on sales to a company product, taking into account its marketing and technological features, is spent by only 14 % of the companies.
Training of managers on sales to features of the market on which managers should work, spend 9 % of the companies.
In detail tell to new employees (to managers on sales) about existing competitors, their ways and work methods hardly more than 3 % of the companies.
Training of managers on sales to sales (how to sell, phases of sales, maintenance of mutual relations with the customers who are not clients etc.) spend (own forces or with attraction the companies) 9 % of the companies.
Role games with participation of employees of department of sales and top-managers of the company spend 2 % of the companies.
The given information allows to draw a conclusion that in the majority of the companies, on the manager on sales, besides duties on performance of plans of sales and territory developments, huge work (is imposed in the absence of the systematised information) on independent studying of the market, its analysis and the control. That is not a correct problem for employees of department of sales since there are no guarantees that the manager will independently decide to be engaged in this points in question that all managers will draw identical conclusions on a condition of the market, a competition and will estimate (critically) a private experience of sales.
The given situation conducts to reduction of labour productivity of managers on sales and essentially complicates working out of strategy of positioning and company development in the market.

87 % of the companies which are engaged in sales, are dissatisfied with results of activity of Departments of Active Sales and are engaged in search of new employees.
From them:
– 9 % of the companies are ready, on a level with other reasons, to search for the reasons in own organisation of business processes.
– 70 % of the companies are assured that their model of construction of Department of Active Sales is unique the correct.
– 21 % of the companies considers that the model of construction of Active Sales is a duty of the Head of department.

The majority of heads of the companies (57 %) consider that search of professional employees and their training are enough easy problems.
Though at the analysis of an actual situation the following picture turns out:
– At the organisation of selection of the personnel in department of sales through the Internet and advertisements in newspapers, within a week 160-180 responses (resume) arrive.
– From total of the arrived resumes only an order of 10-12 % correspond to the specified requirements.
– From the resume corresponding to company requirements – the employer on interviews come an order of 85 % of competitors.
– From the competitors who have come on interview completely meet all requirements of the employer, can confirm the achievements, an operational experience and 10-15 % (2-3 persons) are ready to carry on dialogue about the work beginning in the company only.

Today it is quite easy to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.

And some general tips – today the Internet technologies give you a truly unique chance to choose exactly what you require at the best terms which are available on the market. For example, search for free insurance quotes. You will be amazed how fast you can receive variety of products and prices for them. Strange, but most of the people don’t use this chance. In real life it means that you should use all the tools of today to get the info that you need.

Search Google and other search engines. Visit social networks and have a look on the accounts that are relevant to your topic. Go to the niche forums and participate in the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real opportunity to make a smart and nicely balanced decision.

And also sign up to the RSS on this blog, because we will do the best to keep this blog tuned up to the day with new publications about appointment setting industry.

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How to provide STABILITY of SALES in the conditions of crisis?
In the conditions of active and safe growth of business many companies paid insufficient attention to development of active sales and new contacts to perspective clients, losing thus to half of possible gain. As a rule active sales as those were not. Managers on sales accepted only entering orders. Having faced recently problems in sale of production, the companies have appeared are incapable to react to changes quickly. Sales decrease, the companies “is in a fever”, the personnel loses former confidence. Crisis? Business destruction? At all is not present. Times vary. It is necessary to vary and to business, including quickly and sometimes rigidly to change the approach to sales.

Successful experience in branches:
Home appliances, electronics, the computer technics
Clothes, footwear, accessories
Building materials and designs
The industrial equipment and engineering
Bank and financial services
FMCG, a foodstuff, consumer goods
We have collected the experience and the best practice in the field of management and increase in sales and have formulated three variants of construction of System of Growth of Sales “on a turn-key basis”. These variants are capable to affect in very deadlines a situation in the Company, to make sales effective and to provide their growth.

1. Activization of sales to existing clients.
In most cases, it is necessary to begin with the decision of the given problem. Existing clients – loyal and positively adjusted to your Company and production/services an audience. Together with you we will study preferences and requirements of clients, we will develop a complex of the actions directed on increase of their loyalty, increase in frequency and volumes of purchases. The system of motivation of managers will be adapted under the initiative, active and independent work aimed at stable growth of sales volumes.

2. Activization of sales to new clients.
New clients? Yes! We will learn your managers to work “in the field”. We will impart it love to active attraction of new clients. In a current situation active sales – the most optimum variant of attraction of clients and a gain of new niches and the markets. We will pass your managers all necessary skills and technologies of active sales.
3. Activization of sales existing + to new clients.
Ideal variant – simultaneous work in both directions. By our experience, it is necessary to divide processes of search of new clients (active sales) and sales to existing clients. They are the different managers, different skills and the competence. For any variant of work: our experts take active part in each business process, each event – be it departure in “field” or work with “a cold call” to the client.

We suggest to begin cooperation with carrying out of free one-day diagnostic session. Session will allow with the assistance of advisers and employees of the Company to carry out the analysis of existing System of Sales and to define its strong and weaknesses. The received information will be taken as a principle works on the statement of System of Sales focused on growth.

For the last years advisers MOST Marketing realised a number of projects of statement and increase in sales for the companies of various fields of activity: home appliances and electronics, clothes and footwear, the industrial equipment, electronics and engineering, manufacture and delivery of building materials and designs, fmcg and a foodstuff, bank and financial services, other keyword In any similar project for us was “GROWTH”: growth of a gain from sales, growth of number of clients, growth of quantity of transactions, etc. In all projects key problems on increase in growth of sales have been solved. A main objective of your business – its growth. Providing growth of sales, we provide growth of your business.

Today it is quite easy to find a good b2b connection – this is where a professional appointment setting can help you a lot.

And some general tips – today the online technologies give you a really unique chance to choose exactly what you need at the best terms which are available on the market. For example, search for free insurance quotes. You will be amazed how quick you can get range of products and prices for them. Funny, but most of the people don’t use this opportunity. In real life it means that you must use all the tools of today to get the info that you need.

Search Google or other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the online discussion. All this will help you to create a true vision of this market. Thus, giving you a real chance to make a wise and nicely balanced decision.

And also sign up to the RSS on this blog, because we will do the best to keep this blog tuned up to the day with new publications about appointment setting industry.

Planning Of Sales

Let’s try to answer the following important question now: how to plan sales after process of sales is reconstructed. For certain you have to meet time and again performance of the monthly plan of sales on 74 % or on 128 % (in both cases the figure strongly differs from 100 %). How correctly to put monthly plans? And how they should correspond with quarter or annual plans?

Let’s begin with long-term planning. It is absolutely senseless to argue that the annual plan of sales is necessary. After all if it is not present how to plan circulating assets or advertising budgets? However the relation to planning for a year forward should be reconsidered.

Now more than ever earlier we do business during an epoch of constant and fast changes, during an epoch when operative reaction to new possibilities frequently brings much more money than steady following to the long-term strategic plan.

Imagine that you are engaged in trade in computer technics and in the market there is a new type of devices on which for short terms the great demand will be generated. You will start to sell new devices, and at the expense of it execute the annual plan of sales for 130 %. That you will do with this figure, considering that at the moment of the statement of the annual plan you yet did not know about a novelty, in many respects for which account you and have achieved considerable enhancement of sales. But whether it means that your company has worked superefficiently? No. Most likely, level of performance of the annual plan of sales will be not the only thing (and at all the most important!) an indicator against which you will lean at the analysis.

Or we can follow other example. You trade with metal constructions. In half a year after the statement of the annual plan of sales on the market of metal constructions there is a large company, by financial possibilities surpassing all players operating in the market, distributes commodity credits to the right and on the left, and the part of your clients from you leaves only because you cannot simply offer the same conditions. In the end of the year you find out that the annual plan of sales is executed by you on 72 %. It is sad. But whether is it the basis that all your employees concerning sales, have not received the annual bonuses? No, as at the moment of the statement of the annual plan of sales the alignment of forces in the market was another.

Thus, we have approached to very valuable rule ?3 which is seldom used to this day in practice: “the annual plan of sales should be exclusively a reference point for employees of the company, the accent in planning should be displaced on operating plans – quarter and monthly”.

Today it is quite easy to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.

And some general tips – today the web technologies give you a truly unique chance to choose exactly what you require at the best terms which are available on the market. For example, search for free insurance quotes. You will be surprised how fast you can find variety of products and prices for them. Funny, but most of the people don’t use this opportunity. In real life it means that you should use all the tools of today to get the info that you need.

Search Google and other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real opportunity to make a smart and nicely balanced decision.

P.S. And also sign up to the RSS on this blog, because we will do the best to keep updating this blog with new publications about appointment setting industry.

The Organization Of Process Of Sales.

During a high season sales volumes are considered under a microscope almost each day. How to be assured that the greatest possible profits will be taken and competitors will appear far behind? Where are the guarantees that your key clients will choose you as the basic supplier? Whether managers on sales on all can work hundred and increase sales? And how in general to achieve increase in sales? It appears, it is possible not only to answer this points in question, but also completely to solve them, consistently having realised a number of simple changes in management of sales. Let’s understand what do you need for changes and why they bring excellent results on increase in sales?

Correctly organized sales are not less than half of general success. Without dependence from that, than your company – plasma TVs or stockings trades – process of sales looks equally and can be divided into 3 key stages: search of new clients, actually sales and documentary registration of the transaction. If process so easily breaks into components why your manager on sales rings round new clients and prepares waybills that speaks about not the highest level of management of sales? After all the principle of a division of labour is old as the world and still nobody cancelled it.

The main and unique problem of the manager on sales is to sell including to increase sales. To sell to operating clients who are fixed to it. After all its derivation from the given problem for certain will cause decrease, at that time when you achieve increase in sales. From here a rule ?1: “the manager on sales should sell only to the clients fixed to him and to be engaged in it of 100 % of the working hours”.
Managers on sales are key people in any wholesale company because they, directly co-operating with clients, and bring the companies money.
There are many reasons why it is favourable to company to employ assistants to managers on sales.

First, the given resource is so inexpensive that more often monthly expenses for it will pay off only one additional transaction which will be made by the manager on sales during liberated time (the average salary of the assistant to the manager on sales does not exceed $450 a month).

Secondly, it is the best way of creation of a personnel reserve. When one more manager on sales is required to you, you will not need to run in your department of the personnel since you for certain will find the worthy candidate among assistants to managers on the sales already working in your company. Capable assistants, especially if in the company exist programs of their development can already take of a position of the manager in 6-9 months of work in the company. Attentively look narrowly at these people – time for acclimatisation in collective is not required to them and they already know about process of sales in your company all!

Today it is quite simple to find a good b2b connection – this is where a professional appointment setting can help you a lot.

And a final piece of advice – today the Internet technologies give you a really unique chance to choose exactly what you require for the best price on the market. For example, search for free insurance quotes. You will be amazed how fast you can receive range of products and prices for them. Funny, but most of the people don’t use this opportunity. In real practice it means that you must use all the tools of today to get the info that you need.

Search Google or other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and participate in the online discussion. All this will help you to create a true vision of this market. Thus, giving you a real opportunity to make a wise and nicely balanced decision.

P.S. And also sign up to the RSS feed on this blog, because we will everything possible to keep this blog tuned up to the day with new publications about appointment setting industry.

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