sales pipeline

Examples of sales pipeline in the following topics:

• Identifying Prospects

  • Customer sales are the lifeblood of a business, contributing directly to the company's bottom line.
  • Identifying these prospects or potential customers early in the sales process is key to keeping a company's sales pipeline full.
  • Generating a steady flow of prospective customers into this sales pipeline builds consistent revenue streams, ensuring longevity for the organization.
  • For sales prospecting to be an effective component of integrated marketing communications, organizations implement sales methodologies to qualify and track the conversion rate of sales leads.
  • It can also shorten time to sale.

• Commercialization

  • In this stage, the product is launched, advertisements and promotional activity begins and increases heavily, and the distribution pipeline is filled with the product.
  • The actual launch of a new product is the final stage of new product development, and the one where the most money will have to be spent for advertising, sales promotion, and other marketing efforts.
  • Timing of launch: When facing the danger of cannibalizing the sales of the company's other products, if the product can be improved further, or if the economy is down, the launch should be delayed.

• Competitive Priorities in Marketing Channels

  • Sales remains the most popular way to measure performance.
  • It is a path or pipeline through which goods and services flow in one direction (from vendor to the consumer), and the payments generated by them flow in the opposite direction (from consumer to the vendor).

• Creating Sales Force Structure, Territories, and Goals

  • Sales operations may also be referred to as sales operations, sales support, or business operations.
  • Sales territories are the customer groups or geographic districts for which individual sales people or sales teams hold responsibility.
  • The purpose of a sales force coverage (or sales territory) metric is to create balanced sales territories.
  • A sales quota is the minimum sales goal for a set time span.
  • Sales quotas may also be for sales activity, such as number of calls per day.

• Defining Personal Selling

  • Finally, the salesperson must remember to follow up after the sale is made.
  • The sales department would aim to improve the interaction between the customer and the sales facility or mechanism and or salesperson.
  • Marketing and sales differ greatly, but have the same goal.
  • Achieving this goal may involve the sales team using promotional techniques such as advertising, sales promotion, publicity, creating new sales channels, or creating new products.
  • The relatively new field of sales process engineering views "sales" as the output of a larger system, not just as the output of one department.

• Objectives of a Sales Promotion

  • Sales promotion is one of the many tools used in a retailer's promotional mix.
  • Sales promotion may be referred to as "below the line" or "point of sale. " For example, price reductions at the cash register or complimentary gifts with purchases all fall under sales promotional tactics.
  • Sales promotions can be directed to consumers, sales employees, or other retailers.
  • Sales and coupons are some of the most common sales promotion tactics to stimulate interest and encourage consumers to purchase products.
  • The distribution of coupons is a common sales promotion tactic to encourage customer sales.

• Online Sales Promotion

  • Online sales promotions are meant to turn site visitors into consumers.
  • The development of a relationship with a sales representative created by a personal referral often makes the difference between an inquiry and a sale.
  • It adds new meaning to the phrase "cold calling", which refers to a personal selling technique whereby a sales representative contacts people who are not expecting a call or sales pitch.
  • Online sales promotions enable you to obtain measurable results.
  • Discuss on line sales promotion as a sales promotion method and relative to personal selling and sales promotion

• Value of Personal Selling

  • As sales people see the prospect's reaction to a sales approach, they can immediately adjust as needed.
  • In personal selling, the sales force pinpoints the target market, makes a contact, and expends effort that has a strong probability of leading to a sale.
  • Many companies try to control sales costs by compensating sales representatives based on commission only, thereby guaranteeing that salespeople get paid only if they generate sales.
  • Sales people may vary in their willingness to make the desired sales calls each day; to make service calls that do not lead directly to sales; or to use new technology, such as a laptop, e-mail, or the company's Web site.
  • Finally, overzealous sales representatives may tread a thin line between ethical and unethical sales techniques.

• Sales Promotion

  • Sales promotion cannot compensate for a poor product, a declining sales trend, ineffective advertising or can it create strong brand loyalty.
  • There are two types of sales promotions; consumer and trade.
  • A consumer sales promotion targets the customer while a trade sales promotion focuses on organizational customers that can stimulate immediate sales.
  • Consumers attract the greatest number of sales promotion devices.
  • Point-of-sale displays are in-store sales promotion techniques.

• Sales Presentation

  • A sales pitch is a planned presentation of a product or service designed to initiate and close a sale.
  • An effective sales professional must know how to combine effort on sales and marketing to overcome all resistance of a poorly prepared pitch.
  • All sales presentations are not designed to secure an immediate sale.
  • Whether the objective is an immediate sale or a future sale, the chances of getting a positive response from a prospect are increased when the salesperson:
  • Describe the characteristics of a sales presentation within the context of personal selling and sales promotion