https://toppillars.com Learn about: Understanding Sales Process Difference Between Sales and Marketing Sales Teams/Units Salesperson Jobs and Roles Salesperson Skills What Motivates the Customer Setting Sales Strategy Salesforce Motivation Salesforce Control Computerizing Sales

1. A Workshop on Sales
Riad Thalji

2. Workshop Objectives
Definitions
Understanding Sales Process
Difference Between Sales and Marketing
Sales Teams/Units
Salesperson Jobs and Roles
Salesperson Skills
What Motivates the Customer
Setting Sales Strategy
Salesforce Motivation
Salesforce Control
Computerizing Sales
Contents

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Launched on April 24, 2012,
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in Google Drive
Workshop
Objectives

4. Over Stock / Under Stock
What is inventory What is a sale?
What can people sell?
Definitions

5. • In best practices a Marketing and Sales Process goes into steps like the following:
• Analyzing Market Requirements
• Designing or Upgrading the Satisfying Product(s), Solution(s) or Service(s)
• Identifying Contacts
• Identifying Leads
• Converting Leads to Opportunities
• Closing Sales
Understanding Sales Process

6. Analysing
Market
Requirements
Designing or
Upgrading the
Satisfying
Product(s),
Solution(s) or
Service(s)
Identifying
Contacts
Identifying
Leads
Converting
Leads to
Opportunities
Closing Sales
Example Sales Process Chart

7. Product / Service
Customer
Process
Analysing Market
Requirements
Designing or
Upgrading the
Satisfying
Product(s),
Solution(s) or
Service(s)
Identifying
Contacts
Marketing
Campaigns
Identifying Leads
Converting Leads
to Opportunities
Closing Sales
Difference Between
Sales and Marketing

8. This is on-going over
the business life
Market Changes should
be analyzed
Customer Requirements
needs be Analyzed
Technological Changes
in the Market should be
Understood
New Governmental
Regulations that
positively or negatively
impact the market need
be tracked
Opportunities to
Contribute to Problem
Solving
Analyzing Market Requirements
and Demands

9. Designing /Upgrading the Satisfying
Difference between
Products, Services and
Solutions
Upgrades/Downgrades to
existing products,
services or solutionsc
Who designs solutions?

10. Building relation-ships with customers
Building Reliable Contact Lists
The Concept of Market Segmentation
1
2
3
Identifying Contacts

11. Marketing Campaigns
• Global and local campaigns
• Email Campaigns
• Digital Marketing
• Social Media Marketing
• Field Visits and Interviews
• Analyzing Marketing Campaign Results and
building Sales Actions
• Evaluating Marketing Campaign Processes

12. Identifying Leads
Leads are persons or parties with potential to buy
Leads may result from:
Marketing campaigns
Customer Express of Interest
Recommendations from partners to customers
Is there a difference between leads and the
targets of marketing campaigns?

13. Opportunities are
persons or parties who
reached the decision
to buy
Is it possible to bypass
the Leads step and go
directly to
opportunities?
What are the most
common methods of
converting leads to
opportunities?
Is this part most likely
done by the Marketing
Team or Sales Team?
Converting Leads to Opportunities

14. Closing Sales
• Closing a Sale is either making it happen or
reaching a fact that it won't
• Before closing Sales Team usually give a
potential sale one of three statuses:
• Open
• Working
• Closed
• The closing as well is given three or more
cases like:
• Closed Won
• Closed Lost
• Customer Side Cancellation
• Cancellation from Our Side

15. In-house/Showroom Sales
Field Sales
Telesales
B2C Sales
B2B Sales
Types of Sale

16. Very common in generic and specialized stores
Also applicable in small business showrooms
May I help you? Question
Problem Solving
Training and Articulation Skills
The help of Visual Aids
Negotiation Skills
Showroom/In-House Sales

17. Field Sales
Sales activities are
implemented in the field
Commercial Field Sales Team
Residential Field Sales Team

18. Telesales
• Used by many large and small businesses
• Not every customer accepts telesales
• A written manuscript with adequate training to use it
is a good practice
• A system is needed to avoid multiple calls and record
customer decision status
• Any recording should only be done with the approval
of the customer
• Recording is used for quality and evaluation reasons
as well

19. B2C Sales
• Sales from business to the customer
• Sales Done through common sales methods (In-house Sales, Field Sales,
Telesales,...)
• Sales can also be done through e-commerce like amazon.com does

20. B2B Sales
• A business sells products, solutions, or services to another business
• A Wholesale is an example of this type of sale
• Alibaba.com is an example of B2B while its subsidiary AliExpress.com
is and example of B2C

21. 01
02
03
04
05
Geographical
Sectors
Sales Workforce Organization
Sales Department
can be organized
based on different
methods including.
Sales Functional
Departments/Units
Sales Products,
Solutions or
Services
Marketing and
Sales Process
Phases

22. Example Sales Functional Organization
• Sales Manager
– In-house Sales
– Field Sales
• Commercial Customers FS
• Residential Customers FS
– Telesales
• Strategic Sales
Sales
Manager
In-house
Sales
Field Sales
Commercial
Customers
FS
Residential
Customers
FS
Telesales
Strategic
Sales

23. Example Sales Products Organization
• Sales Manager
– Mobile Phone Sales
– Computer Sales
• Laptop Sales
• PC Sales
• Printers
– Electronic Accessories
Sales
Manager
oMobile
Phone Sales
oComputer
Sales
Laptop
Sales
PC Sales
Printers
oElectonic
Accessories

24. 01
02
03
Salesperson Jobs and Roles
Differs from an
Organization to
another
Titles include:
Sales Engineer,
Salesman,
Saleswoman
Roles include:
Pre-Sales,
Sales and Post-
Sales related
roles

25. The most important competencies in
a salesperson include:
Communication
Negotiation
Motivation
Problem Solving
Servant Approach
Salesperson Skills

26. 1
2
3 4
5
6
What Motivates the Customer
Price
Quality
Special Offers (Sales) Prizes
Volume Discounts
Installments and other
Easy Payment Plans

27. What Discourages Customers?
• Ambiguity of Products, Solutions or Services
• Careless Salesforce
• Poor Quality
• Competitors
• Hidden Costs

28. 01
03
02
04
Setting Sales Strategy
Setting Vision, Mission, Goals
and Objectives
Applying Market Segmentation
Setting Goals and Objectives
for each segment when needed
Using Key Performance
Indicators - KPIs to evaluate
sales progress

29. A salesperson
should not be
limited to a
salary
A salesperson
should be
motivated by
techniques like
profit-sharing,
target achievement
awards,
recognitions and
rewards
The employee
of the month
is a good
practice here
Salesforce Motivation

30. Sales force Control
From the strategic plan, and the
resulting KPIs and segmentation,
Sales Targets are defined at the
level of Sales Department and at
the level of each salesperson
Management by Targets
should not be performed in
a form that frustrate
salespersons
It always should be linked
with rewards and
recognitions

31. • Nowadays, computerizing sales is one of the most
effective ways to manage and control sales for the
best results.
• Computer Systems include: Customer Relationships
Management - CRM Systems like Salesforce, Oracle
and Microsoft Dynamics.
• Point of Sales Systems.
• Integration with Inventory, Finance, Procurements,
Supplies is needed.
Computerizing Sales

32. Top Pillars
Empowering tomorrow’s leaders
Top Pillars
Thank You
Empowering tomorrows leaders
Riad Thalji
rthalji.github.io
Riad.Thalji@gmail.com