DRIVERS OF CHANGES IN SELLING AND SALES MANAGEMENT

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DRIVERS OF CHANGES IN SELLING AND SALES MANAGEMENT

INTERGRATING SALES PERSON PERFORMANCE EVALUATIONS

Customers can give feedback or complaint in the website

Example : KFC

SHIFTING MANAGEMENT STYLE FROM COMMANDING TO COACHING

They provides many consultancy activities such as coaching and commanding to other companies in PMO support, SAP requirements study, business & consultancy and etc.

Example : ABeam Consulting

LEVERAGING TECHNOLOGY FOR SALES SUCCESS

They use social media to introduce their product to be popular and well known such as television, FB, IG, Radio, and etc

Example : D-Herbs

GAINING GREATER JOB OWNERSHIP AND COMMITMENT FROM SALESPERSON

This software connect all the information from other department to access the same information in the company.

They sell digital software solution is called material control(MC)

Example : LogiNets Oy Company

CREATING SALES ORGANIZATIONAL STRUCTURES THAT ARE MORE NIBBLE AND ADAPTABLE TO CUSTOMER NEEDS

Nowadays iPhone also can be purchase in other telecommunication outlets not in Apple outlet only.

iPhone was upgraded day-by-day because they followed the current needs. They upgrade the performance, design, size and etc.

Example : Apple - iPhone

BUILDING LONG-TERM CUSTOMER RELATIONSHIPS

Tesco introduce member card to create and maintain relationship to their customers.They give free point in every purchases and they can claim the point in the future.

Example : TESCO