DRIVERS OF CHANGES IN SELLING AND SALES MANAGEMENT
The dynamic landscape of selling and sales management is influenced by several key drivers. One significant factor is the integration of customer feedback mechanisms, which allow companies like KFC to receive direct input through their websites, enhancing customer satisfaction.
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.
