Verified Document

Sales Management Strategies Three Of Term Paper

The challenge for sales professionals is to sense when their customers want to buy using the transactional approach vs. The consultative sale. Generally transaction selling works best when the customer wants little or no information on the product, and their need for sales support is low, according to Benfield, 2001. Examples of this include the selling of pocket radios both through retailers and over the Internet.

Analysis of Strengths and Weaknesses

The strengths and weaknesses of each approach are defined in bullet form below:

Consultative Selling

Strengths

Focus is on the customer and their problem areas first, not on just making the sale

Salesperson becomes the expert and eventually trusted advisor to the prospect or customer

Value delivered to the customer is greater than the price paid; there is in other words a very strong ROI for the customer

Weaknesses

Can result in long sales cycles that often do not yield any sold products

At times prospects will enlist the help of a trusted advisor to learn how to drive down the price of competing products

Costs of salespeople who are experts in fields is quite high

Enterprise Selling

Strengths

Team-based selling that combines multiple experts on the same team to solve a problem

High level of motivation from prospects and customers to solve a specific problem leads to teaming with the sales experts in any given account

Focus is again...

Parts of this document are hidden

View Full Document
svg-one

Electrical Wholesale Magazine and website. May 1, 2001. Accessed from the Internet on July 13, 2007 at http://ewweb.com/mag/electric_redesigning_sales_force/index.html
MarketingPower.com (2006) - the American Marketing Association website, Dictionary of Marketing Terms section. Accessed from the Internet on July 13, 2007 at http://www.marketingpower.com/mg-dictionary-view734.php

Yankee Group (2005) - Drive Revenue through Information-Driven Selling. Yankee Group Report. May 2005. Sheryl Kingstone. Accessed from the Internet on July 13, 2007 at http://www.oracle.com/applications/crm/yankee_group_wp.pdf

Sources used in this document:
References

Benfield (2001) - Redesigning your Sales Force. Electrical Wholesale Magazine and website. May 1, 2001. Accessed from the Internet on July 13, 2007 at http://ewweb.com/mag/electric_redesigning_sales_force/index.html

MarketingPower.com (2006) - the American Marketing Association website, Dictionary of Marketing Terms section. Accessed from the Internet on July 13, 2007 at http://www.marketingpower.com/mg-dictionary-view734.php

Yankee Group (2005) - Drive Revenue through Information-Driven Selling. Yankee Group Report. May 2005. Sheryl Kingstone. Accessed from the Internet on July 13, 2007 at http://www.oracle.com/applications/crm/yankee_group_wp.pdf
Cite this Document:
Copy Bibliography Citation

Sign Up for Unlimited Study Help

Our semester plans gives you unlimited, unrestricted access to our entire library of resources —writing tools, guides, example essays, tutorials, class notes, and more.

Get Started Now