Se ha denunciado esta presentación.
Utilizamos tu perfil de LinkedIn y tus datos de actividad para personalizar los anuncios y mostrarte publicidad más relevante. Puedes cambiar tus preferencias de publicidad en cualquier momento.

Mgt 607 research presentation

  • Inicia sesión para ver los comentarios

  • Sé el primero en recomendar esto

Mgt 607 research presentation

  1. 1. • Sales Management • Title of Topic: What are the influential factors of the selling behavior of sales professionals Business – to – Business of LICI • LICI • Objective
  2. 2. • Quantitative Research • 15 questionnaires were distributed • Allocated time given to respondents • Limitations: - 10 questionnaires received - more time needed
  3. 3. • Planning, • Connecting with customers, • Investigating Needs, • Validate Needs, • Propose Solutions, • Demonstrate Value, • Negotiate, and • Close & Contacts
  4. 4. Strongly Agree 90% Agree 10% Building Strong relationship with customers 0 2 4 6 8 Making articulate and effective presentations to… Achieving sales budget/ targets and other… Developing new customers on regular basis Always ensure to retain customers even in conflict Providing feedback to management about market… Get training of new and existing products/services… Understanding customer needs and work processes Abide by company polices in terms of acceptable expenses Always look for expanding territory in vertical and… Big contributor to the sales team and profit margin Number of Respondents Continual Improvement Strongly Disagree Disagree Undecided Agree Strongly Agree
  5. 5. 0 5 10 15 20 25 30 35 40 45 Strongly Agree Agree Undecided Disagree Strongly Disagree PercentageofSalesPersonnel Entertain Customers
  6. 6. 0 1 2 3 4 5 6 7 Consult with customers on their problems Help customers by giving close support in step by step method Number of Respondents Investigating & Providing Solutions Customer Needs Strongly Disagree Disagree Undecided Agree Strongly Agree
  7. 7. 80% 20% Validating Customer Needs Strongly agree Agree
  8. 8. 0 1 2 3 4 5 6 7 8 Presentation style is adapted according to customer needs Sell unique competencies of firms product Train customers' & their product usage Check customer inventory either in person or remotely Number of Respondents Demonstrating Value Strongly Disagree Disagree Undecided Agree Strongly Agree
  9. 9. 0% 60% 30% 0% 10% Product Sale Over the Phone Strongly Agree Agree Undecided Disagree Strongly Disagree
  10. 10. Strongly agree 20% Agree 50% Undecided 20% Disagree 10% Make Calls to Close Deals
  11. 11. • Entertaining customers • Feedback from management upon receiving sales quotas • Training to be provided for sales personnel • Pay right amount of wages e.g. salary + commission.
  12. 12. • Sell goods to customers liking • Sales managers need to have excellent people, leadership and communication skills • Quality of products is important

×