The Source of Growth

Yesterday success cannot guarantee the future. It really happened to sales people because every company needs strong and sustainable growth which makes the target getting higher every year. Depending on the existing outlets will not always solve the problem because of their limitation in sales potency. Salesman must find new source of growth to increase the overall market potency and ensure the target achievement.To obtain the source of growth, salesman has to understand the market, sales potency, type of consumer and costumer also the market...

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Salesman’s Tools

In order to sell the products, salesmen need to go through the selling process, and in order to support the selling process and gain best result on sales volume, salesmen also need tolls to make the process become easier by connecting the costumer's need and wants and interest to the salesmen products.There are several tolls that can be used by salesmen in selling processProducts CatalogueProduct catalogue will give clear view of product's feature like color, shape and size. This catalogue will help salesmen introduce the product to costumer, Costumer...

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Selling new product

Every company needs to improve the sales performance and experiencing growth. The importances are to maintain the company’s position in the market and ensure the life of the company itself.One way to improve the sales performance is by introducing and selling new product in the market especially if found that the opportunity are exist and the existing product are mature and need some innovation and renovation.Require strategy for sales person to smoothly introduce a brand to the market, failing this will result loss in company profit which used...

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How to get extra sales people without additional fixed investment

Sales person play important role in developing the market and improving the sales performance. Each additional salesman will give extra sales volume, extra outlet covered and extra products availability.Getting sales people need cost, just like other employee in a company, but sometimes we face difficulties in adding the salesman if we are try to open new market where the sales volume and profit from that market are still unsure, but we need to open the market since we need to have strong and sustainable growth for the business.Assigning existing...

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Two Approaches in Market development

Every companies need a strong and sustainable growth, and one way to make it happened is by growing the company’s product to strong and sustainable growth. This is part of the sales people responsibility.Doing the same ways like yesterday cannot guarantee your today’s success. You cannot do the same thing if you wish to grow your product’s sales and one good way to do it is by developing your market.There are two approaches that sales people could use to develop the market1. Vertical ApproachMain Objective for vertical approach is by healthy increasing...

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Three “KEY” for the sales people

There is “KEY” for the sales people that have to watch out every time he made sales activities. These “KEY” are influence the sales performance, the costumer’s loyalty and the sales people career.These “KEY” are as follow:· “Key” OutletsKey outlets are outlets that affect the most of the sales people sales performance, usually only have small amount of outlets quantity but with large amount transaction level.· “Key” PersonsKey person is someone who responsible for the buying decision in outlet. Managing a good relationship with this type of person...

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Checking on Costumer's Stock

Product availability is one of sales people responsible in every market. It will guarantee the product awareness, fully captured the product potency and limited the space for the competitors.To ensure the products are available in costumer, sales people have to check the costumer product stock in every visit or call he made before taking the order. You could to the checking at early stage of your visit, after say hello to your costumer then ask permission to check on the stock.There are two reasons why sales people have to check costumer’s product...

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How to Increase productivity

Target for salesman is not only sales value, sometimes the managers also ask for sales productivity as target for sales people. The reason is clear since as more outlet become productivity the more sales volume will come and it is best to have many outlets with less sales volume rather than few outlets with big sales volume.For sales people increasing the productivity could come in two ways, first is by managing the existing outlet to become more productive and the other is finding new potential outlet.These are approaches that Sales people could...

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Price for the sales people

From the 4P concept in marketing mix, price are important for the product success, failing in determining the right price for the product will ended in failure.But sales people are usually not involve in determining the product price, but the job of the sales people are implementing the right price structure to the market so costumer are interested in buying the product and improve the sales performance from time to time.There are many obstacles in implement this price especially if you found that your product is more expensive from the competitors...

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How to improve your sales and achieve the target

Every single sales person have to face the sales target, achieving the target will improve your performance and achieving reward from the incentive.But the target are not easy to reach, it will getting higher every year since most of the company seek for sustainable growth. So the best way to achieve the target is find a way to improve our sales as part of our market development and finding the source of growth.There are many ways to improve the sales but the key points are described as follow:1. Key OutletsKey Outlets are possibly outlets that...

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How to make sales training works?

Since market is very flexible and we cannot precisely predict the future of the market, sales training is very important tools to improve the capability of the sales person in the company.But sometimes sales training found not effective in improving the salesman capability and will result with additional cost without gain.To be effective in sales training there are requirement that have to be met as follow:1. Meet the needsTraining has to meet the salesman needs in improving their skill, adopt their daily activity and real market situation. You...

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Easy Selling Requirement

Every salesman jobs is selling, they do this kind of job every day, but there are salesman who have hard time in selling activity, they have to adopt with many things from competitor sales activity, price related with other similar product until government regulation. This condition will make them feel not comfortable with their job, working environment and ended with low target achievement.To experience easy in selling require several requirement and you will find easy selling experience if these requirement are fulfilled1. Product is famousSelling...

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Selling Infamous product

Selling is easy if the products are well known by the costumer, but this situation are not always happened to all sales people, in fact many sales people have to sell product that are not famous, it can be new products or selling old product to brand new market or segment.Facing this kind situation, we have to consider several things before move on selling activity which can be described as follow:1. Understand the nature of the productEvery product has it nature. And can be find out by following these steps as follow:Identify the end user, it...

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