Drivers of Changes in Selling and Sales Management

6 Critial Drivers in Relationship Selling and Sales Management

Edited at 2020-09-08 01:18:23

Oliveettom

Drivers of Changes in Selling and Sales Management

Oliveettom

Recommended to you
Outline

DRIVERS OF CHANGES IN SELLING AND SALES MANAGEMENT

BUILDING LONG-TERM CUSTOMER RELATIONSHIPS

Example : TESCO

Tesco introduce member card to create and maintain relationship to their customers.They give free point in every purchases and they can claim the point in the future.

CREATING SALES ORGANIZATIONAL STRUCTURES THAT ARE MORE NIBBLE AND ADAPTABLE TO CUSTOMER NEEDS

Example : Apple - iPhone

iPhone was upgraded day-by-day because they followed the current needs. They upgrade the performance, design, size and etc.

Nowadays iPhone also can be purchase in other telecommunication outlets not in Apple outlet only.

GAINING GREATER JOB OWNERSHIP AND COMMITMENT FROM SALESPERSON

Example : LogiNets Oy Company

They sell digital software solution is called material control(MC)

This software connect all the information from other department to access the same information in the company.

INTERGRATING SALES PERSON PERFORMANCE EVALUATIONS

Example : KFC

Customers can give feedback or complaint in the website

SHIFTING MANAGEMENT STYLE FROM COMMANDING TO COACHING

Example : ABeam Consulting

They provides many consultancy activities such as coaching and commanding to other companies in PMO support, SAP requirements study, business & consultancy and etc.

LEVERAGING TECHNOLOGY FOR SALES SUCCESS

Example : D-Herbs

They use social media to introduce their product to be popular and well known such as television, FB, IG, Radio, and etc