Archive for the ‘Selling’ Category
Creating Service Excellence
Excellent Service is not about being 1000% better at one thing, but 1% better at 1000 things Serv ice Gap Gap 1 : Knowledge Gap Gap 2 : Standard Gap Gap 3 : Delivery Gap Gap 4 : Communication Gap Gap 5 : Service Gap
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Increase Sales
Strategy to Increase Sales : 1. Spreading Increase Number of Customer Enlarge Area of Coverage 2. Coverage Improvement of Call Improvement of Route and Call Plan Increase Number of Salesperson Increase Number of Customer Transaction Increase Frequency of Transaction 3. Penetration Increase Value of Transaction Increase Variant of Product
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SCP Matriks
SCP Matriks is used to segmented the distribution using contribution and customer coverage. There are 6 segments : I. High Contribution, High Customer Coverage -> Strategy : Maintain, Spreading II. High Contribution, Low Customer Coverage -> Strategy : Coverage III. Low Contribution, High Customer Coverage -> Strategy : Penetration, Spreading IV. Low Contribution, Low Customer Coverage -> Strategy : Coverage, Penetration V. No Contribution, […]
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Locking Loyalty
The models to creating a loyalty customer. It starts with Attraction of the Listed Suspects and hopes will end with Enthusiasm of the Spiritual Advocacy.
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Ansoff Matriks
The Ansoff Matriks is a model that has proven to be very useful in business unit strategy processes to determine business growth opportunities using two dimensions: products and markets. Market Penetration. Sell more of the same products or services in current markets. These strategies normally try to change incidental clients to regular clients, and regular client […]
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Sales Secret
The Relation of Sales Person, Customer and Share Holders
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Sales Meeting
The Importance and Functions of the Sales Meeting The sales meeting is one of the most important media of communication for your company’s front-liners. The sales meeting can be used to: • Update sales staff of latest company direction and policies • Introduce and explain new products (product training) • Update sales staff of latest […]
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Step of Selling
Step of Selling (By : James Gwee) Step 1 : Lead Reference Step 2 : Telephone Step 3 : Rapport Step 4 : Presentation & Objections Step 5 : Closing Step 6 : Delivery Step 7 : Service Step 8 : Follow Up Cross-Sell There is nothing new about selling
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Territory Management
Territory Management is one part of planning in Sales Management The Step of Territory Management : 1. Analyze the Territory 2. Make Customer Analysis 3. Make a Salesperson Work Load Analysis 4. Determine the number of Salespeolpe needed 5. Design the Sales Territories 6. Evaluation and revision of Sales Territories
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Selling vs Marketing
Selling is the process to sell the product to customer or to end user, so the customer can have and use the product Marketing is the process to introduce product to customer, so the customer can know the product Selling is a part of Marketing in 9 Core Element
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Selling & Marketing 