Page 17 - Sales Management

Sales Operation 17

Let us go through the various steps in sales

operation:

❖ Sales representatives should prepare their own database. Make
sure you have a long list of potential customers. Mere sitting at office
doesn’t help in sales. Go out in the field, meet people and gather as

much information as you can. Put canopies at strategic locations.
Networking helps in sales.

❖ The next step is to segregate the data according to age, sex,
income and so on. Classify the data under various sub heads like

working/non working, middle class/upper class,
employed/unemployed etc. Such classifications help you to

understand the customers better and identify your target audience

❖ Sales strategies ought to be different for every segment. The needs
and interests of a female would be different as compared to a male.

Similar products would not excite a youngster and an individual who
is 50 years old. Create relevant strategies for different segments as

per their needs, interests and demands. The promotional plans must
excite the customers and attract them towards the organization.

❖ Speak to the customers and seek for appointment. Fix up a time
as per their convenience. One should never call a customer more

than twice in a single day. It irritates him and he tends to avoid you in
future. Give him time to think and decide. Avoid being pushy. One
can also send a soft reminder through email to the customer.

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