Topic 1 - Sales management AI

Question 1

Sales management steps

Answer 1

1 - Assessment of current situation: internal (sales force, resources, support), external (marcro-environment, competition, customers, market changes)

2 - Planning goals and objectives - SMART formula (specific, measurable, achievable, relevant, and time-sensitive), long term

3 - Formulating short term action plans - specific action-plans (approaches, tactics) to achieve sales goals

4 - Implementation - executing the action plans. Sales force training, resource deploying, launching sales campaign

5 - Monitor, evaluate, optimize - setting KPIs, comparing it to plans, providing feedback.

Question 2

Sales process elements

Answer 2

Product management and organization - record, arrange, merchandise and categorize products.

Store layout and atmosphere - optimize customer flow and product visibility, create attractive atmosphere

Retailer sales mix
1. Store Location - where the store is
2. Store Hours - when is it open
3. Operating Procedures - policies for transactions, customer service, inventory
4. Personal sales management style - sales force training and interaction
5. Goods/services offered - inventory size, variety, quality
6. Pricing Tactics - pricing like skimming, penetration, prestige
7. Customer Services - Beyond the sale, including returns, delivery, and support.
8. Promotional Methods - Techniques like displays, advertising, and sales promotions.

Question 3

Sales steps

Answer 3

1. Prospecting
2. Pre-approach
3. Approach
4. Present.
5. Handle objections.
6. Closing
7. Follow-up

Question 4

Steps in Customer Service

Answer 4

1. Initial Contact
2. Needs Assessment
3. Information Provision/Problem Resolution
4. Follow-up
5. Feedback Collection

Question 5

Indirect

Answer 5

1. Supply Chain
2. Inventory
3. Procurement
4. Product Design
5. Marketing