Inventory Management in Retail Industry – Need and Important Terminologies
What is Inventory Management? Inventory refers to the goods stocked for future use. Every retail chain has its own warehouse to stock the merchandise to be used when the existing stock replenishes. Inventory management refers to the storage of products to be used at the time of crisis. The retailer keeps a track of the […]
Role of Coupons in Retail Marketing
What is Retailing? The sale of products to the customers from a fixed location (malls, department stores, super markets and so on) in small quantities for their end use is called as retailing. Coupons play an important role in promoting the retail stores and making the brand popular amongst the masses. What are Coupons? Any […]
Social Network Feedback Analysis
As a marketer, it doesn’t take one long to understand the high impact and the potential of the Social Media Networks on your business. You will also recognize the fact that the content on the Social Networks is not under your control and it is essentially this freedom of expression and uploading of content that […]
Relationship Management is not a Marketing Strategy Alone
Customer Relationship management is a two way interaction. The Organisation has got to devise ways and means to reach out to the customer and more importantly receive the feedback received from the customer. There are two important aspects to be considered in a Customer Relationship Management. First is the customer interaction in terms of quality […]
Technology Competence – Meaning and its Features
Introduction Technology is a term that is frequently used in the business world. It is a term habitually related to science. But there is a significant difference between the two. Science comprises of outcomes of basic academic studies whereas technology infers to the relevant application of science. This difference is critical when it is to […]
Sales Management refers to the art of achieving the sales targets within the stipulated time frame through effective budgeting and meticulous planning. Sales management enables the sales representatives to close sales deals in favour of the organization and eventually earn revenues for the same.
Communication plays an important role in sales management. Sales professionals need to be good communicators for the desired impact. In simpler words, communication is the backbone of sales management. It is absolutely not possible to close a sales deal without effective communication.
There must be healthy communication between the sales professionals and the customers as well as amongst the sales representatives.
Keep your sales pitch simple and precise. Complicated sales terminologies and jargons confuse the customers. It is important for the customers to understand your products for them to believe in them and eventually purchase the same. The sales professionals must be well aware of the benefits of the products.
Sales professionals must be very careful about their tone of voice. Never be too loud or too soft. Be polite. Make sure you are audible to the customers. Don’t ever be rude to them.
While addressing a group of customers make sure even the individuals sitting on the last bench can hear you properly. Don’t just speak for the front benchers.
One should never interfere when the second party is speaking. Wait for your turn to speak.
Don’t play with words. Convey exactly what your product offers. Fake promises and wrong commitments lead to problems and confusions later on. Transparency is essential for a long term relationship with the customers. Avoid telling lies to them.
Make sure your sales presentation is interesting.
While speaking to the customers over the phone, make sure you are not chewing or eating something. Don’t put the customers on long holds. Never avoid customer’s calls unless and until there is an emergency.
Understand the needs and expectations of the customers and suggest them the best solution.
The customer can ask you any question under the sun and it is your duty to clarify his doubts. Make sure you are well prepared. One should never lose his temper while interacting with the customers.
Include warm greetings in your conversation for a personal touch.
The sales manager must communicate with his sales team on an open platform for everyone to participate and give their valuable inputs and suggestions.
Transparency must be maintained at all levels for healthy relationship amongst the sales professionals. The sales representatives should be aware of their targets and incentives from the very beginning to avoid confusions later on. Make sure the targets are realistic and achievable.
All important information should be circulated through emails. The related members should be kept in loop for everyone to get the same information. Do not communicate with individuals separately in closed cabins. It gives a wrong message
Each one should have the liberty to express his/her views and participate in decision making process of the organization
The roles and responsibilities of sales representatives must be communicated to them well in advance. They must know what is expected out of them.
Effective communication is instrumental in closing sales deals and maintaining healthy relationship with the existing as well as potential clients.
Your email address will not be published. Required fields are marked *
Customer Relationship Management – Meaning, Need and Steps in CRM
February 12, 2025
