In some cases company problems are caused by defects of department of sales. Classical 4 Р in our case turn in 6 Р : Product, Place, Price, Promotion (Advancement), and also People and Processes.
Again have not pursued the scheme sales … to disperse all of them … Probably, this “light” thought came to time and again mind to the majority of heads. Whether all troubles of the company are caused by inefficient activity of service of sale? I can testify: actually the department of sales happens is guilty in problems with sale much less often than it is accepted to think.
In the first part of parametre Place most closely connected with work of department of sales is considered: its characteristics, on the one hand, in many respects depend on trading strategy of the company, and with another — direct impact on its development and development make.
Place. This parametre directly reflects efficiency of activity of the sales department which work, by and large, consists in granting of the goods necessary to the client in time and in necessary quantity. We will stop on the major factors influencing productivity of work of department of sales in a context of given “subsystem” of co-ordinates.
Trade channels. Definition of correct trade channels and their optimum parity is a part of trading strategy of the company and is in a zone of responsibility of the head of department of sales. The trade channel is understood as set of elements of the chains united by certain general signs and providing goods conclusion in a certain segment of the market. As examples of various trade channels retail networks, shops in the open markets, Internet shops, a delivery service of the goods etc. can serve, for example.
It is accepted to distinguish the direct sale assuming sales to directly end user (for example, door-to-door or MLM (multi-level marketing) — the network marketing which concept of one of the first was brought on the Russian market by company Herbalife and now successfully use Avon, Faberlic, Oriflame, etc. or in retail points (trading retail networks) and indirect (indirect, multilevel) the sale assuming presence of intermediaries-distributors which quantity of levels is defined by the trading strategy developed on the basis of the marketing concept. The majority of the companies working in sector of the consumer goods choose the scheme of the indirect sale which borders are stretched from exclusive before intensive distribution.
Problems which the department of sales can face at a choice of the given form of distribution are connected with resource (first of all financial) organisation-intermediary restrictions. Often potential of the distributor (in particular, a condition of its logistics, coverage of the regions, given commercial conditions, influence on final buyers, retail points, quality and quantity of sales representatives, and also the chosen strategy) is overestimated that conducts, on the one hand, to decrease in quantitative and qualitative presence of the goods in shops, to faults in terms of their delivery, and with another — to growth of the debts (to receive which from the unique buyer providing all goods turnover and actual presence in the market, it is not so simple).
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 really unique chance to choose what you need for the best price on the market. For example, search for appointment setters. You will be surprised how fast you can find variety of products and prices for them. Strange, 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 information 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 wise and nicely balanced decision.
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