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Selling is that most important activity which brings money to the company. The main commercial objective of any business is [...]
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Establishing the Sales Organization The purpose of the sales department is to facilitate selling of the company’s products to the [...]
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Size of the Sales Team The size of the sales team is generally based on the number of customers to [...]
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Hiring the Right People for the Sales Team Selling is a tough job. Not everybody can sell. So, hiring salespeople [...]
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Compensation Plan for the Sales Team The sales team members must be compensated as per the market rate. So, find [...]
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Tracking Activities of the Sales Team If the salespeople are stationed inside the company premises (e.g. retail setups), then their [...]
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Reimbursement of Expenses Outdoor sales team members have to spend a lot of time on the field visiting customers and [...]
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Sales Targets Every person in the sales team must be given a target. Set quotas for each salesperson for each product [...]
Within a company, there must be somebody or some group or department which is entirely focused on sales and customers. [...]
Training the Sales Team Whether we are a retail organization or a company selling complex projects to other companies, the [...]
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Distribution Channels For any manufacturing organization, the success of its product in the marketplace depends on how well it is [...]
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Just like the company’s own sales team, the distribution channel also works as a partner in increasing the sales of [...]
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Sales Leads A lead is every positive inquiry which may result into sales. In other words, a lead is a [...]
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The standard selling process consists of seven steps: Prospecting The first step in the sales process is identifying and finding [...]
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For bigger sales transactions like projects, machinery, service contracts, enterprise software etc. the salespersons may have to give presentations to [...]