Optimize - Having already made a transaction with the provider, the buyer is trying to optimize their decision and gain additional value. To help the buyer, the provider’s account manager should formulate a plan that positions the provider as a trusted partner. Scale - At the far left end of the continuum, the provider is trying to open the access net as wide as possible to address researching buyers in their markets. Relevancy - At the far right of the continuum, the provider is trying to drill down into the specific needs of the buyer to deliver value that is unique to that buyer. The efforts are to increase the trust between the provider and buyer.
Marketing also involves analyzing customer needs, securing information needed to design and produce goods or services that match buyer expectations, and creating and maintaining relationships with customers and suppliers. Marketing is essential to the success of any business. Its primary aim is to enable businesses to meet the needs of their customers and potential customers, whether then it’s for profit or not. To make my strategy successful for business it must: Ø Understand customer needs Ø Understand and keep ahead of competition Ø Communicate effectively with its customers to satisfy customer expectations. Ø Coordinate its functions to achieve marketing aims Ø Be aware of constraints on marketing activities I will also be considering the importance of developing and maintaining a relationship with its customers, potential customers and other stakeholders.
Target The first step is a marketing necessity: understand exactly what the product/service is and identify the specific markets that can best use it. This is done on a company level in their marketing plan and should be done by individual salespeople as well. It takes some time, but careful planning focuses effort and provides a greater return on time and money invested. Collaborative salespeople know they must concentrate on Prospects who have a high probability of buying. Contact The first step after targeting a market is to contact them in a cost-effective and professional way.
2.2 The Concept of Salesperson Performance Sales is occur when seller or owner of the good run an activity involving selling of products or services in return of money or other benefit. Sales department plays an important role to increase and retain the sales performance. Normally, they are using promotional tools such as advertising, sales promotion, direct marketing, public relation as well as personal selling (Pendhakar and Pandey, 2008). In this research, we are emphasizing on personal selling as the most effective tool which able to affect sales performance. According to Pendhakar and Pandey (2008), the sales tasks are a) Sales planning, forecasting and budgeting b) Sales associate development c) Designing the sales territory d) Training the sales force e) Motivating and leading sales force f) Compensating the sales force g) Evaluating sales force performance h) Sales report It has proven that salesperson is an important agent in organization.
Answers Angie admits the current selling system in place at ISI is taking too long to close a sale with a good prospect. Should ISI adopt a team-selling system for selling to important accounts? In researching the success other firms have had with team selling, ISI should adopt the team-selling system. As cited in the case study, sales reps already utilize the services of the sales director when necessary. Therefore, the concept of team selling would not be a difficult adjustment for the sales reps.
For any business to be successful, the proper marketing strategy needs to be put in place. This is because every business has an objective of attaining and retaining its customers who will propel its operations. The 4Ps model of marketing is the best decision any business can make. This model will assist the business to know the customers’ needs, preferences, expectations, decision-making processes, and the areas the business needs to emphasize in customer communication. The 4Ps in marketing stand for product, price, place and promotion, and they are important for a business to be able to attract customers.
Marketing Marketing is about understanding the customer needs and making sure that the products fit the customer’s needs as well as finding ways to influence the customer’s behaviour. Aims and objectives An aim is a statement of purpose that outlines what the business wants to achieve, it is a general goal e.g. to gain profit. An objective is a statement of how the business will achieve their aims it contains specific numbers and dates, they are SMART. For example achieve 4% profit by the end of 2006 Businesses need to have aims and objectives in order to have a direction to follow and gain the best they can out of their business.
Consumer Behavior is the choice techniques and demonstrations of individuals included in purchasing and utilizing products. Consumer Buying Behavior refers to the consumer behavior of a definitive purchaser. A firm needs to investigate consumer behavior for: - Purchasers responses to an organizations promoting technique has an incredible effect on the organizations achievement. - The promoting idea focuses on that a firm ought to make a Marketing Mix that fulfills clients, accordingly need to break down the what, where, when and how shoppers purchase. - Advertisers can better foresee how customers will react to advertising systems.
Marketing allows organizations to get their products recognized and desired by consumers. (Oppaper, 2006) In order for businesses to understand the needs of the customer, businesses need to implement a marketing strategy. A marketing strategy identifies customer groups which a particular business can better serve than its target competitors, and tailors products offering prices, distributions, promotional efforts and services toward these market segments. Ideally, the strategy should address unmet customer needs that offer adequate potential profitability; a good strategy helps a business focus on the target market it can serve best. (SBA Marketing Basics, 2007) A company's financial success depends on marketing.
At any time, everyone has been exposed to different kinds of marketing or advertising depending upon personal necessities such as T.V commercials, radio, internet, etc. Another definition of marketing is the "selling of products or services: the business activity of presenting products or services in such a way as to make them desirable" (MSN Encarta). However, according to (Kotler & Keller, 2006) the formal definition of "marketing is an organizational function and a set of processes for creating, communication, and delivering value to customers and for managing customer relationships in ways that benefit the organization and its shareholders"(Kotler & Keller, p.4). According to these definitions, marketing needs to cover customers' necessities and at the same time sell products to increase future revenues. However, marketing is more extensive than just selling a product.