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General

Metropolitan Institute

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The entire range, which you propose to supply the network must be in stock in sufficient quantities and at the time of promotions and more. The principle of networking approaches to the principles and laws of the logistics – a necessary commodity, the required quality, in the right quantity and location, just in time. The basic principles that should guide the company working or wishing to work with major networks and hypermarkets to become logistically built a company with clearly defined business processes, a significant decrease in unit production costs. That is why work with networks of first-tier and even larger, but free-standing stores, vary greatly and requires the establishment of appropriate structures in any company that is ready to solve the above problems. Can not organize and work with major networks and hypermarkets, is not solving all the questions above. The absence of a constructive solution of one of them, whether logistical or financial aspect, merchandising or pricing policy can lead your company not only to the forced termination of the contract with the network, the loss of a substantial percentage of the turnover and profits, and reputation in the retail market, but most importantly to the substantial financial losses of the company. Solution to only one or two problems, not the entire complex dubbed the issues will not lead you to the desired result.

Remember one thing, each does not solve the problem, will cost you much more in relationships with large retailers retailers than complete and comprehensive a solution. Do not go in the wake of networks to the detriment of themselves, does not diminish the benefit of its profitability, forcing himself into a corner, where there will be no way out. Remember reduce their profitability is easy, but to raise it is often difficult and sometimes impossible. Therefore, one wrong step can cause you to crash several times to cock his every decision and word. Let retail retailer feels your strong partner able to defend their interests and well-performing its obligations. Believe me it's always a matter of respect and does not allow networks to behave rudely with you and not correctly. Article prepared by the trainers – the Metropolitan Institute for Training When reprinting rights reserved.

General

The Sales Job

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3 – The sales job can not be a general description applicable to all positions, or for all types of vendors, as the real sales job to play will depend on the organization for which he works. The description for a clerk in store, or a telemarketing business, or a free agent ever sales be the same. For the case we will take for good the following: The interaction between the seller and the buyer emphasizes the possibility of developing an adequate and efficient procedure to conduct the sales process, which varies according to characteristics of customers, vendors, etc. However, there is a general process when it comes to selling products, this process involves the following steps. A. Presales activities. It takes into account the certainty that the sales person is prepared, ie that associated with the product, market and sales techniques. In addition this person must know the motivation and behavior of the market segment to which you want to sell, must be informed about the nature of competition, business conditions and those prevailing in its territory.

B. Location of potential customers. The seller design a customer profile; pair this help by consulting the records of past and current clients to get a list of persons or companies who are potential customers. Other ways to get a list of prospects are: o The sales managers as usual I prepared a list. or current clients may suggest some clues or current users may want more new and different models of the product or the seller can make a list of users of competing products.