Sales are activities concerned with the quantity or sale of products in a given period of time. Sales figures are also termed as sales figures. A sale is also a transaction in which a product is bought by an owner for resale to another person or an organization. In some cases, the word sale is used, but in most cases, sale only refers to the receipt of a certain transaction. The buying and selling of products, services and information are considering a sales transaction.
Sales and marketing techniques vary depending on the kind of products, services or information being sold. Sales techniques may be general sales techniques used by every business organization. Or, the sales techniques may be specific to a particular line of business such as the automobile industry, pharmaceutical industry, cosmetic industry, etc. Sales and marketing techniques also vary depending on the type of products being sold. While selling tangible products, sales people make use of general sales techniques. However, when selling information products, sales people make use of different kinds of sales and marketing techniques such as direct mail, telemarketing, and email marketing.
Sales and marketing function of any business development manager can be subdivided into logical subfunctions. Among these logical subfunctions are sales, advertising and promotional, selling of accounts receivable, selling of accounts payable and selling of advertising and promotion materials. The profit margin realized from each activity depends largely on the effectiveness of sales and marketing techniques employed for generating new business. Sales and marketing functions support each other. Sales support the marketing function by bringing in the customers and the marketing support helps the sales function in collecting, preparing and dispatching the sales brochure and other sales materials.
The success of any business development manager largely depends on how effectively he uses sales and marketing. Effective use of sales and marketing techniques will ensure that there is a constant inflow of new business while avoiding the extinction of the existing ones. In fact, effective utilization of sales and marketing methods can be termed as the backbone of any business development strategy. Moreover, in today’s age, where most businesses operate using computers and the Internet, using sales and marketing tools is essential to remain competitive.
It can be rightly said that the entire sales organization’s activities involve dealing with customers at different levels. At the primary level, the sales executive is busy securing appointments with prospective customers, negotiating with the suppliers and handling the contract negotiations. Once the customer is ready to purchase the product or service, the sales executive has to convince him that it is a good choice. He has to convince the customer that he will get all the benefits promised without facing any inconvenience. Similarly, at the middle level, the sales man has to deal with the vendors and keep them interested in offering discounts and rebates on the products.
At the end of the day, the sales rep has to close the deal by convincing the customer that he has purchased the right product at the right price and that he would obtain all the benefits promised in the contract. However, if the process is not handled carefully, the sales rep might not be able to clinch a deal at all. Hence, it is absolutely necessary for the CRM software to be implemented in a planned and systematic manner. In addition to all these, it is important for the CRM system to have efficient sales management features and most of all an in-built reporting facility so that the tasks of the sales men and the managers can be handled easily. All these aspects are available in the Microsoft Dynamics CRM 3.0 software.