BUSN1091 Consultative Selling Week 4 Review Questions 25 points 1. List and desc
ID: 387347 • Letter: B
Question
BUSN1091 Consultative Selling Week 4 Review Questions 25 points 1. List and describe the primary roles within a sales organization. How do all of these roles work together as a team to ensure success? 2. How does a CRM (customer relationship management system) help support communication and collaboration among sales team members? How does it promote client satisfaction? 3. Discuss the “Knowledge Bases” required for sales consultant “expertise” described in the reading. Do you feel that depth of knowledge is always necessary? Explain. 4. How do you plan to conduct research to gather information about your company on the topics listed such as product knowledge, service knowledge, competition, promotion & pricing and company and industry knowledge? What will it take to be viewed as a credible expert by a client in your chosen industry?
Explanation / Answer
The primary roles within a sales organization are inside and outside sales. Inside sales are for clients and outside sales are for customers. Sales support which helps in supporting the process of sales generation. It’s more like technical customer service. Client services which help in meeting the needs of the clients. Lead development who conducts research and development to find new augmented businesses. Business development managers/sales consultant who consistently bring in new customers and clients to the company. Account/sales managers who focus on the budget sanctioned, work to be done, resources allocated and find solutions to innovative selling perspective in organizations. Sales Vice resident who takes care of the overall development of sales. All of these roles work together as a team to ensure success by creating, evaluating and optimizing their requirements with organization’s and customers requirement and proceed to achieve it in a team. It always aims at increasing efficiency and effectiveness. CRM (customer relationship management system) helps by supporting proper communication and collaboration among sales team members, streamlining the sales process and closing the sales deals and by reducing the processing order by automated systems, forecasting the sales trend, the demand and supply of the products etc, improves information system, automated analytics and reporting system enabling less turnaround time for sales team. CRM promotes client satisfaction by using several statistical techniques, providing concrete data about the product, its market, its demand. It helps in keeping everyone on the same page, all the updates are accessible to everyone. It solves client problems. According to the research, it has reduced 40% the risk of attrition of clients. The “Knowledge Bases” required for sales consultant “expertise” are product/service knowledge, industry knowledge, competitors strategies, market knowledge, customers knowledge like their needs, understanding clients requirement, analysis, and strategic thinking capabilities, business analytics etc. Yes, in-depth of knowledge is always necessary to stay one step ahead of the competitors. Else, it would take time for the consultants to visualize the market. It can also come from experience but in this rapidly changing environment, proactiveness is highly recommended. The research could be conducted to gather information about my company on the topics listed such as product knowledge, service knowledge, competition, promotion & pricing and company and industry knowledge by secondary reports like annual reports of competitors, industry and by primary research like interviewing potential clients, customers, experts in the sales field. It can also be done by questionnaires pre-sales or post-sales, taking feedback from suppliers, customers, clients, colleagues will definitely help in improving efficiency. In-depth knowledge, experience in a particular sales and marketing company, research and development with some new concepts on the company, proven success of any company, breakthrough success under your leadership, good networking, creative and innovative ideas that can be implemented are some qualities one should possess so that he/she can be viewed as a credible expert by a client in the chosen industry
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