Before you define the sales professional. Let's look at some of the professions allied to look. Here are some definitions of occupations / activities that relate to sales professionals from Wikipedia:
Marketing is an ongoing process of planning and implementation of marketing mix (Product, Price, Place, Promotion) for products, services or ideas between individuals and organizations to provide defined Advertising is a form of communication that typically attempts, definedconvince potential customers to purchase or consume more than a certain brand of products or services. Public relations is defined as the practice of managing the flow of information between a company and its viewers. Sales promotion activities that are planned to increase demand, stimulate the demand or improve product availability for a limited time (eg, contests, point of purchase displays, discounts, free shipping and distribution definedIncentives.)
What about the profession of sales?
Note in the above definitions, the job of * not * defined as the individual. For example, marketing is defined as "people market". However, the profession of sales is often said "people to sell". Therefore, the sale should not be defined in this way. Also note that the professions of the above is * not * defined by the actions of individuals. In other words, is the profession of advertising is not defined"Placing ads on television." Therefore, the sale should not be defined in this way.
Academically, selling as part of the marketing concept, but the two disciplines are very different. Sales departments often form a separate group in a corporate structure, employing individuals who specialize in sale specific roles. During the process of selling refers to a systematic process of repetitive and measurable milestones, the definition of sales of "profession" does not exist (untilNow, with this article).
So, questions:
Who is "in" the profession is and who is not? How does the sales, marketing, advertising, promotions and PR to do? What you need to divide the responsibilities for individuals within the profession of sales? How can these competencies align to roles with respect to the concentration and differentiation?
A definition should have meaning. To determine the importance of the profession of sales, it is useful to determine what the profession of sales* Must contain.
The following three principles are necessary for the professional sales:
The focus of the profession of sales is focused on human agents in the exchange between buyers and sellers involved Effective selling requires a systematic approach, with a minimum holding roles, sell, allow the sale and development of sales opportunities A group of sales skills and knowledge necessary to facilitate the exchange of value between buyers and sellers
Within these three principlesfollowing definition of the transfer profession is offered by the American Society for Training and Development (ASTD):
Professional sales is as follows:
"The holistic business system needed to effectively develop, manage to activate and execute a mutually beneficial, interpersonal exchange of goods and / or services for a fair value."
Note: This definition was published by ASTD in 2009.
What does it mean to achieve this definition?
First, you create a definition of world-class sales.An organization that reference point to use its sales-effectiveness can clearly understand the definition above, the strengths and weaknesses. Without such a definition, most adjustments to the sales team are arbitrary and subjective. Request from the understanding of the system view for the sale of effectiveness, organizations, individual members of the sales team and sales team ranking processes and tools, and how they try to focus on the buyer.
Secondly, it allows to obtain more consistent resultsPerformance by a clear definition of roles than the "in" and that "outside" sales professional. For example, if a human agent, within the profession is not sales - it is a marketing function with a transaction (ie a "sale"). For this definition, distribution, sales recruiters and trainers "in" the profession, because in possession of unique skills outside their regular job titles. They have knowledge and skills that are unique toallows the definition.
Third, the definition of the basis for the distribution of talent management / strategies of people. With such a definition can sales staff to create learning solutions that fit the specifics of a sales culture. To associate the same time, front-end recruitment strategies and retention strategies more clearly.
Fourth, the organization helps to provide a specimen. To do this by setting a bar with such a definition is not satisfied with the organizations for mediocrityDistribution of efficiency. It may help to define the gap between capacity and sales team selling skills.
0 comments:
Post a Comment