1 / 12

Sales

Sales. Definition. Interaction between two people that end in the exchange of products of value, whether it be money, material goods, or information. Sales Process Life Cycle. 1. Prospecting - Determine and analyze the target audience of the product.

edric
Télécharger la présentation

Sales

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Sales

  2. Definition • Interaction between two people that end in the exchange of products of value, whether it be money, material goods, or information.

  3. Sales Process Life Cycle • 1. Prospecting - Determine and analyze the target audience of the product. • 2. Initial Contact - Expose the target to the product/services. Make them aware enough of it to build a first impression. • 3. Sales Presentation - Appeal to the potential customers, lure and bait them until they start liking it. • 4. Handling Objections - Cut off all escape routes. Turn the board over and intercept all their complaints with the undeniable greatness of your product.

  4. Sales Process Life Cycle • 5. Closing the Sale - Exploit all signs of weakness, then quickly get them to sign the devil's contract when they are ready to buy; before they get the chance to take it back. • 6. Follow-Up and Service after the Sale - Keep them ensnared once they're caught. Get them attached to you, the product, then the company as a whole so the do not even think of escaping the diabolical web weaved around them. • After wringing out everything from the carcass of the customer, focus returns to finding more potential prospects.

  5. Factors of a Sales Department • Structure orientation - Pick what focus would be more profitable. Usually, it is either customer oriented or product oriented. • Customer-oriented - Organized by type of customer to deal with. Being more familiar with the target audience can make it easier to find what would appeal to them more. • Product-oriented - Organized by type of product. Being more familiar with the product makes it easier to show the appeal of the product.

  6. Factors of a Sales Department • Span of control - Putting limits on the control one has can allow them to focus on their specialized work. • job complexity – difficulty determines how many people/departments are needed, how specialized departments are to be as well as other factors. • job scope – The preparation needed and how specialized the department is to be decided by this. • necessary interaction – Decides how teams are to be placed and organized.

  7. Factors of a Sales Department • Span of control - Putting limits on the control one has can allow them to focus on their specialized work. • salesperson experience – Decides the space to be used for training and supervising. • salesperson personality – The grouping of staff is dependent on how well workers work with another and how comfortable they are with interaction or isolation. • sales manager experience – Determines the tree of control. How much will be under each? How many departments will be between them and other workers?

  8. Factors of a Sales Department • Organize self-managed teams • They must be: • small enough in number • complementary skills of each person • meaningful purpose • specific goal and objectives • clear working approach and decision process • sense of mutual accountability

  9. Sample Department Structure

  10. Sample Deliverables of Sales:Feature Films • NTSC Digital Betacam master of film • PAL Digital Betacam master of film • DA88 5.1 stereo final mix master for DVD – this must be conformed in perfect synchronization complete with matching continuous time code to the Digi Beta PAL 16/9 masters above • DA88 6-track 5.1 stereo digital music + effects master (configured as left / center / right / left surround / right surround / sub-woofer.) Effects must be comprehensively filled. Any contentious dialogue/vocals/songs etc that may be required for foreign dubbing should be on a separate track alongside a separate guide dialogue track. • DAT stereo mixdown of all source & score music recorded in the film. This must be in its raw original form - i.e. without any fades / dips etc. PLUS a fully detailed inlay card listing music titles; number; running times, etc. • Among others(There were 44 items in the sample list)

  11. References • Sales Process - http://www.smallbusinessnotes.com/operating/marketing/salesprocess.html • Sales Structure factors and sample structure - www.mediaselling.us/MSM_Chapter2-Structure.pdf • Sample deliverables for feature films – http://www.accessfilmmarkets.com/knowledge-base/feature-film-deliverables.php

More Related