Sales

A sale is the pinnacle activity involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity.

A sale is completed by the seller, the owner of the goods. It starts with consent (or agreement) to an acquisition or appropriation or request followed by the passing of title (property or ownership) in the item and the application and due settlement of a price, the obligation for which arises due to the seller's requirement to pass ownership, being a price the seller is happy to part with ownership of or any claim upon the item. The purchaser, though a party to the sale, does not execute the sale, only the seller does that. To be precise the sale completes prior to the payment and gives rise to the obligation of payment. If the seller completes the first two above stages (consent and passing ownership) of the sale prior to settlement of the price, the sale is still valid and gives rise to an obligation to pay.

 

Sales techniques

1.      Direct sales, involving person to person contact

2.      Buying Facilitation Method

3.      Pro forma sales

4.      Agency-based

5.      Sales agents (real estate, manufacturing)

6.      Sales outsourcing through direct branded representation

7.      Transaction sales

8.      Consultative sales

9.      Complex sales

10.  Consignment

11.  Telemarketing or telesales

12.  Retail or consumer

13.  Traveling salesman

14.  Door-to-door

15.  To tourists on crowded beach

16.  Request for proposal – An invitation for suppliers, through a bidding process, to submit a proposal on a specific product or service.
An RFP is usually part of a complex sales process, also known as enterprise sales.

17.  Business-to-business – Business-to-business sales are much more relationship based owing to the lack of emotional attachment to the products in question.
Industrial/Professional Sales is selling from one business to another

18.  Electronic

19.  Web – Business-to-business and business-to-consumer

20.  Electronic Data Interchange (EDI) – A set of standard for structuring information to be electronically exchanged between and within businesses

21.  Indirect, human-mediated but with indirect contact

22.  Mail-order

23.  Sales Methods:

24.  Selling technique

25.  SPIN Selling

26.  Consultative selling

27.  Sales enablement

28.  Solution selling

29.  Conceptual Selling

30.  Strategic Selling

31.  Sales Negotiation

32.  Reverse Selling

33.  Paint-the-Picture

34.  Large Account Management Process

 

Sales agents

1.      Sales broker or Seller agency or seller agent

§  This is a traditional role where the salesman represents a person or company on the selling end of the deal.[3]

2.      Buyers broker or Buyer brokerage

§  This is where the salesman represents the consumer making the purchase. This is most often applied in large transactions.

3.      Disclosed dual agent

§  This is where the salesman represents both parties in the sale and acts as a mediator for the transaction. The role of the salesman here is to over see that both parties receive an honest and fair deal, and is responsible to both.

4.      Transaction broker

§  This is where the salesperson doesn't represent either party, but handles the transaction only. This is where the seller owes no responsibility to either party getting a fair or honest deal, just that all of the papers are handled properly.

5.      Sales Outsourcing

§  This is direct branded representation where the sales reps are recruited, hired, and managed by an external entity but hold quotas, represent themselves as the brand of the client, and report all activities (through their own sales management channels) back to the client. It is akin to a virtual extension of a sales force. (see Sales Outsourcing entry)

6.      Sales Managers

§  It is the goal of a qualified and talented sales manager to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume. They are also responsible for coordinating the sales and marketing department as well as oversight concerning the fair and honest execution of the sales process by his agents.[4]

7.      Salesmen

§  The primary function of professional sales is to generate and close leads, educate prospects, fill needs and satisfy wants of consumers appropriately, and therefore turn prospective customers into actual ones. The successful questioning to understand a customer's goal and requirements relevant to the product, the further creation of a valuable solution by communicating the necessary information that encourages a buyer to achieve their goal at an economic cost is the responsibility of the salesperson or the sales engine (e.g. internet, vending machine etc). A good salesman should never miss sell or over evaluate the customer’s requirements.

 

Scoring Sales

1.      Telemarketing

2.      CRM

3.      Funnel Scorecard

4.      Sales Lead Scoring