Sales Management Strategies Three of Term Paper

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Transactional selling is done through multiple channels, as websites, telemarketers, direct sales forces, and indirect channels including distributors, channel partners, and retailers all sell the most commonly requested products more on price and availability than features. 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 e

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nlist th hlp of a trustd advisor to larn how to driv down th pric of compting products

Costs of salspopl who ar xprts in filds is quit high

Entrpris Slling

Strngths

Tam-basd slling that combins multipl xprts on th sam tam to solv a problm

High lvl of motivation from prospcts and customrs to solv a spcific problm lads to taming with th sals xprts in any givn account

Focus is again on dlivring high ROI to customrs givn th siz of ths dals

Waknsss

Low salaris for th sals xprts in ths stratgis lads oftn to a "rush" to clos th dal and oftn nds with lss bing sold than could b through patinc

Exprts oftn gt movd throughout many aras of a sals cycl across diffrnt customr ngagmnts

Costs of this modl ar vry high as thr ar typically a tam of salspopl, all highly skilld, on this typ of sals ffort

Transaction Slling

Strngths

Low cost of sal

Focus is only on pric and availability

Littl or no salsmanship ndd

Waknsss

Lads to commodity products

No mony mad in margin for th sllr

Confusion whn products in commodity stats ar.....

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