Transcript Sales & Marketing

Slide 1
The Structure of Organisations
&
Finance
Sales & Marketing 1
Slide 2
Sales & Marketing
We all sell…………..
Slide 3
Sales Interfaces
Salesperson
Support Engineer
Bid Manager
Proposal Writer
Technical Authors
Call centre agents
Web designers
Accounts
Production
Switchboard Operators
Customer Facing people
Slide 4
Sales & Marketing
Satisfy Needs
Importance to Organisation
Position in Organisation
Difference between Sales & Marketing
Slide 5
Needs
Food & Water
Clothes
Friendship & Love
Status & Position
Slide 6
Selling to satisfy needs
Consumers
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Food
Drink
Designer Labels
Flash cars
Business
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Return on Investment
Look “business-like”
Early Adopters
Best Fit – Price/Performance
Slide 7
Types of Business
Business to Consumer B2C
Business to Business B2B
Slide 8
Channels
Direct Sales force
– Face to face
– “Commercial Traveller”
Indirect Sales force
– Call Centre Agent
Wholesale Distributor
Dealerships
Retailers
Mail Order
Internet
Slide 9
The Organisation
Chairman
Managing Director
Finance Director
Marketing, Sales & Marketing, Sales Director
IT Director
Production Director
Personnel Director
Slide 10
Sales and Marketing
Sales
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Very Measurable
Still individualistic
Short Goal Orientated
Some computerisation
Some process
Marketing
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Cloudy to say the least
Behind the scenes
Strategic
Computerised
Highly processed
Slide 11