Selling is, first and foremost, a transaction between a seller and a potential buyer or customers (the target market), in which money (or something with monetary worth) is transferred for goods or services.
According to the American Marketing Association (AMA), sales management refers to the planning, direction, and control of personal selling activities such as recruiting, selecting, equipping, assigning, routing, overseeing, paying, and motivating salespeople.
Sales management is the process of coordinating people and resources to achieve a specific goal. These long-term objectives might be broad, but they typically include increased sales volume, profit contribution, and continued expansion.
Based on experience, every customer at Flavaris practices modern sales to market their products. By using these modern sales tactics, entrepreneurs who take products from Flavaris manage to reap hugely and multiply profits. Here are the modern selling characteristics that you can make a reference in your business.
Characteristics of Modern Selling
Many companies find that 80% of their sales come from 20% of their customers. This means that it is vital to allocate considerable resources to potential and profitable customers.
2. Customer relationship management
Requires that the sales force focuses on the long-term relationship. The emphasis should be on creating win-win situations with customers so that both parties to the interaction gain and want to continue the relationship.
3. Marketing the product
Modern salesperson is involved in a much broader range of activities than simply planning and making a sales presentation.
4. Problem-solving and system selling
Salesperson acting as a consultant working with the customer to identify problems, determine needs and propose effective solutions.
5. Satisfying needs and adding value
The modern salesperson must have the ability to identify and satisfy customer needs. Some customers do not recognize they have a need. It is the salesperson’s job in such situations to stimulate need recognition.
6. Database and knowledge management
Tools and processes that a company uses to capture, store, organize, access, and analyze data about its customers, for the purposes of enhancing its sales, retention, and engagement efforts.
