Sales: Any of a number of activities
designed to promote customer purchase of a product or
service is Sales. While marketing as a discipline primarily
caters to demand generation. Sales is majorly concerned about converting demand
to revenue. Sales includes stages such as assessing customer needs, presenting
product features and benefits to address those needs and negotiation on price,
delivery and other elements.
Sales
Management:
Functions of sales
management
·
Sales planning
·
Recruiting / staffing
·
Training
·
Controlling /
directing
·
Evaluating
·
Effectiveness /
efficiency
·
Compensation
The Impact of Effective Sales Management
While this may seem like a lot to do, effective sales management requires
ongoing involvement with the sales force. But effective sales management
has numerous positive impacts. It can:
ü
Increase sales revenue
and profitability
ü
Decrease variability
of revenue due to inaccurate forecasting
ü
Increase sales
productivity (revenue per salesperson)
ü
Increase customer
satisfaction and loyalty
ü
Increase salesperson
motivation
SALES FUNNEL
If we look
at the above sales funnel with respect to RELISPRAY,
we notice that utilizes the RELISPRAY sales
funnel optimally to drive sale.
Awareness: The key stage where the message of the brand is communicated to make the consumer aware. RELISPRAY scores high on brand recall as it is in the market for more than 20yrs. So, RELISPRAY only reinforces its presence as most consumers are already aware of it.
Leads: A lead is a prospect that meets specified criteria(Fit, behavior, interest, intent) as determined by mutual agreement between the sales and marketing team. For RELISPRAY, it may be any individual who is suffering from pain and wants instant relief from it.
Prospects: The qualified prospects are the specific target group that would be motivated to purchase the product. RELISPRAY assesses its target group from time to time to identify any changes on consumer preferences and tastes. Currently, it focuses on people in the age group of 15-54 yrs both male and female and people belonging to SEC A and B.
Sales: The final stage in the sale funnel. With reference to RELISPRAY sales happens through medicals and retail outlets where consumers walk in and purchase their "trusted" spray, which comes at a reasonable price and is easily available.
Awareness: The key stage where the message of the brand is communicated to make the consumer aware. RELISPRAY scores high on brand recall as it is in the market for more than 20yrs. So, RELISPRAY only reinforces its presence as most consumers are already aware of it.
Leads: A lead is a prospect that meets specified criteria(Fit, behavior, interest, intent) as determined by mutual agreement between the sales and marketing team. For RELISPRAY, it may be any individual who is suffering from pain and wants instant relief from it.
Prospects: The qualified prospects are the specific target group that would be motivated to purchase the product. RELISPRAY assesses its target group from time to time to identify any changes on consumer preferences and tastes. Currently, it focuses on people in the age group of 15-54 yrs both male and female and people belonging to SEC A and B.
Sales: The final stage in the sale funnel. With reference to RELISPRAY sales happens through medicals and retail outlets where consumers walk in and purchase their "trusted" spray, which comes at a reasonable price and is easily available.
There has been an INCREASE IN
SALES FIGURES OF RELISPRAY OVER YEARS
TIMELINE
1986 - Relispray was launched
1990 - Dr. Ali Irani Endorses RELISPRAY
1998 -
RELISPRAY achieves 4 Million Sales
2005 - RELISPRAY
achieves 15 Million Sales
2008 - RELISPRAY
achieves 20 Million Sales
2012 - RELISPRAY
achieves 30 Million Sales
2012 - RELISPRAY
achieves 35 Million Sales
No comments:
Post a Comment