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Entrepreneurial
salespeople
Marketing techniques
at the service of sales
Nowadays the setting in which salespeople work is characterized by
competition, uncertainty and high costs. In the current market situation
it’s strategic for salespeople to manage their area and their customers
in an entrepreneurial way, in order to succeed and above all in order to
earn. It is necessary to use all those techniques that can benefit the
entrepreneur in managing their enterprise and in particular marketing
techniques.
Adriana Galgano, senior
partner of Ottantaventi, is convinced of this. Ottantaventi is a company
that operates in the field of management and sales training. Adriana
Galgano is an instructor in Italy and abroad for companies of National and
International importance. She delivers specific training Courses in
marketing techniques for salespeople.
The first step to
planning sales effectively is preparing a marketing plan. But how do we
put together a marketing plan for sales?
The steps to creating a
marketing plan for sales are:
- Establish the goal
regarding company turnover at the beginning of the year, on the basis
of market data for our sector and for our company.
- Strictly define the
target of our sales actions, that is to say the profile of the
customers we consider to be more profitable. Carry out an analysis of
our customer base and of its profitability, defining sales objectives
for each customer.
- Based on the target
identified, we must carry out a study of our area, taking into
consideration all available sources of information that can help us to
verify the potential of that area and determine objectives for the
acquisition of new customers.
- Carry out creative
research into the actions needed to achieve the goals.
- Check the results
periodically.
What are the main rules to follow?
The most important factor is knowledge. We need to know the market
trends in our sector, our competitive position, the strengths and
weaknesses of the company we represent, our competitors, our area and our
customers. Then it’s important to fix measurable objectives; how can we
be sure we have achieved an objective if is not measurable?
Do you want to use
marketing techniques for sales?
Enrol for the Course:
Marketing
Techniques for Salespeople
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