Assignment in Sales Management Essay

1. What is Sales Management?-Sales management is a business discipline which is foc enjoymentd on the practical application of sales techniques and the management of a tights sales operations. It is an important business function as net sales through the sale of products and service and resulting profit drive most moneymaking(prenominal) business.2. What is salesmanship?-Salesmanship is a personal action or effort on the p art of an individual which is intended to bring about the sale of the earnests for sale. More broadly speaking, salesmanship is the art of selling something to somebody, and everything which contributes to the consummation of this exchange is necessarily a part of salesmanship. salesmanship is the Practice of investigating and satisfying customer of necessity through a process that is efficient, fair, sincere, inversely beneficial, and aimed at long-term productive relationship.3. What are the selling mix?-The marketing mix and the 4 Ps of marketing are often used as synonyms for each former(a). In fact, they are not necessarily the same thing. Marketing mix is a general phrase used to describe the different kinds of choices organizations direct to make in the whole process of bringing a product or service to market. The 4 Ps is one way probably the best-known way of defining the marketing mix, and was first expressed in 1960 by E J McCarthy. The 4Ps areProduct (or Service)PlacePricePromotionA good way to understand the 4 Ps is by the questions that you need to ask todefine you marketing mix. Here are some questions that will service of process you understand and define each of the four elements Product/ServiceWhat does the customer want from the product/service? What needs does it satisfy? What features does it have to meet these needs?Are there any features youve missed out?Are you including costly features that the customer wont actually use? How and where will the customer use it?What does it look like? How will customers experie nce it?What size(s), color(s), and so on, should it be?What is it to be called?How is it branded?How is it differentiated versus your competitors?What is the most it croupe cost to provide, and still be exchange sufficiently profitably? PlaceWhere do buyers look for your product or service?If they look in a store, what kind? A specialist dress shop or in a supermarket, or both? Or online? Or direct, via a catalogue? How can you access the right distribution channels?Do you need to use a sales force? Or attend trade fairs? Or make online submissions? Or send samples to catalogue companies? What do you competitors do, and how can you learn from that and/or differentiate? PriceWhat is the value of the product or service to the buyer?Are there established price points for products or services in this area? Is the customer price sensitive? Will a small decrease in price gain you extra market conduct? Or will a small increase be indiscernible, and so gain you extra profit margin? What discounts should be offered to trade customers, or to other specific segments of your market? How will your price compare with your competitors?PromotionWhere and when can you get across your marketing messages to your target market? Will you reach your consultation by advertising in the press, or on TV,or radio, or on billboards? By using direct marketing mailshot? Through PR? On the Internet? When is the best time to promote? Is there seasonality in the market?Are there any wider environmental issues that suggest or dictate the time of your market launch, or the timing of subsequent promotions? How do your competitors do their promotions? And how does that influence your choice of promotional activity? The 4Ps model is just one of many marketing mix lists that have been developed over the years.And, whilst the questions we have listed above are key, they are just a subset of the detailed probing that may be necessitate to optimize your marketing mix. Amongst the other marketing mix models have been developed over the years is Boom and Bitners 7Ps, sometimes called the extended marketing mix, which embroil the first 4 Ps, plus people, processes and physical layout decisions.Another marketing mix approach is Lauterborns 4Cs, which presents the elements of the marketing mix from the buyers, rather than the sellers, perspective. It is do up of Customer needs and wants (the equivalent of product), Cost (price), Convenience (place) and Communication (promotion). In this article, we focus on the 4Ps model as it is the well-recognized, and contains the core elements of a good marketing mix.4. What is marketing and sales strategy?Marketing strategy is defined by Prophets David Aaker as a process that can drop out an organization to concentrate its resources on the optimal opportunities with the goals of increasing sales and achieving a sustainable competitive advantage.1 Marketing strategy includes all basic and long-term activities in the field of marketing th at deal with the analysis of the strategic initial situation of a company and the formulation, evaluation and selection of market-oriented strategies and therefore contributes to the goals of the company and its marketing objectives.2