WHAT IS SALES

The act of selling; specially: the transfer

of ownership of a title or property from
one person to another for a price.

WHAT IS MARKETING
Marketing is the activity, set of
instructions, and processes for creating,
communicating, delivering, and
exchanging that have value for
customers, clients, partners, and society
at large

DIFFERENCE BETWEEN
MARKETING AND SALES

Sales is one activity of the entire

marketing process.
Sales is the act of persuading or
influencing a customer, marketing
activity support sales effort.
Marketing is everything you do to open
avenues for sale, sales is every thing
you do to close a sale.
Sales is focused on short term,
marketing is long term concern.

VENDOR MANAGEMENT
WHAT IS VENDOR
A vendor (pronounced VEHN-duhr, from
french vendre, meaning to sell) is any
person or company that sells goods or
services to someone else in the
economic production chain

VENDOR MANAGEMENT

Vendor management is the discipline of

establishing service, quality, cost and
satisfaction goals and selecting and
managing third party companies to
consistently meet these goals.

These things to come under vendor

management:
Establishing goals.
Selecting vendors.
Managing vendors.
Consistently meet goals

MANAGING VENDOR AND

SUPPLIER

Analyze the business requirement.

Vendor search.
Request for proposal(RFP) and request
for quotation(RFQ).
Proposal evaluation and vendor
selection.
Contract negotiation strategies.
Vendor selection/finalization.

ANALYZE THE BUSINESS

REQUIREMENT

Assemble an evaluation team.

Define the product, material or service.
Define the technical business
requirement.
Define the vendor requirement.
Publish a requirements document for
approval.

VENDOR SEARCH

Compile a list of possible vendors.

Select vendor to request more
information form.
Write a request for information.
Evaluate responses and create a short
list of vendors.

REQUEST FOR PROPOSAL

AND REQUEST FOR
Submission details.
QUOTATION

Introduction and executive summary.

Business overview and background.
Detailed specifications.
Assumptions and constraints.
Terms and Conditions.
Selection criteria

PROPOSAL EVALUATION
AND VENDOR SELECTION

Preliminary review of all vendor

proposal.
Record business and vendor
requirement.
Assign value for each requirement.
Assign a performance value.
Calculate a total performance

CONTRACT NEGOTIATION
STRATEGIES

List rank your priorities.

Know the difference between what you
want and what you need.
Know your bottom line.
Define any time constraint and bench
mark.
Assess potential liabilities and risk.
Confidentiality, dispute resolution,
change in requirement.

VENDOR
FINALIZATION
Finalization of the vendor is done in this
stage and all the documents will be duly
signed by the concerned authorities of
both the parties

CHANNEL MANAGEMENT
SUPPLY CHAIN
A supply chain is the organization,
people, technology, activities,
information and resources involved in
moving a product or service from
supplier to customers.

BUILDING RELATIONSHIP
WITH THE CUSTOMER
Success in sales depends directly on
your ability to make yourself likeable,
and create a positive experience for
your customers.

STEPS TO BUILD A
PROFITABLE CUSTOMER
Love what you sell, the company you
RELATIONSHIP

work for and the customers you serve.

Be empathetic and compassionate.
Add value and give first.
Express your true intent.
Don't go for the big decision all at once.
Use friendly, warm words.
Ask the right questions.

Love what you sell, the company

you work for and the customers you
serve.
If you are truly passionate about these
three things, your willingness to help
your customers solve their problems will
shine through. Customers will believe
your sincerity and be captivated by your
excitement. In short - you will be fun to
work with.

Be empathetic and
compassionate.

Truly care about your customers, and

remember that no matter how good an
actor you are, faking it simply won't
work.

Add value and give first.

Share your network of contacts with your

customers, and don't expect them to
give you their business without you
giving them something first.

Express your true intent.

Tell customers upfront: "I don't know if

there's a fit between what you need and
what I have right now, but I'm hoping we
can explore that in more detail during
this meeting."

Don't go for the big decision all at

once.
In our personal lives, we don't propose to
someone on a first date (at least, not
usually!). The same is true in our
business relationships. So get approval
from the customer to move ahead in
increasing increments.

Use friendly, warm words.

When you use simple language instead

of formal "business speak," people
respond better and trust you more. And
don't try to impress prospects with your
extensive vocabulary, or you may end
up just sounding fake.

Ask the right questions.

Successfully building agreement with
your prospects depends on your ability
to ask the right questions. What are the
right questions? Those that move the
prospect from an intellectual position of
knowing they have a problem that needs
to be solved, to an emotional state of
trusting you to solve that problem in a
way that will satisfy them.

IDENTIFYING CUSTOMER
NEEDS
You will only gain a competitive edge if
you have correctly identified your
customer needs. In order to identify
customer needs and make use of this
information you will need to do three
things:

Communicate with your customers and

find out how you can satisfy their needs
better.
Establish ways to record and interpret
customer feedback.
Use this information when making
important decisions about marketing,
buying, merchandising and selling.

The resultant competitive edge

should:

Attract more customers than your

competitors.
Increase the amount that your
customers spend.
Persuade your customers to shop with
you more regularly.

CUSTOMER NEEDS
Customers have six basic buying
needs pertaining to the product:

Safety.
Performance.
Appearance.
Comfort.
Economy.
Durability.

IDENTIFY DECISION
MAKER
Decision maker is the major prospect for
the seller to sell the product ,goods or
services.

CUSTOMIZE THE SALES

No two customers are alike in the need,
so you have to find the different need of
the different people differently thats
how you can customize your sales.

IDENTIFY THE CUSTOMER

BUDGET

Recognize the need

Provide the Right Product/Service.
How much he is willing to pay.
What product is good for him.

ABILITY TO CONVINCE

Think in terms of what your customer

receive.
How is the product or service that you
sell is unique in terms of customer
benefits.
Identify a pain point in your industry.
Be specific and make sure you can back
up proposition when asked for proof.

PRESALES APPROACH
Pre- approach is an important stage in
the sales process that means gathering
and analyzing all important information
about prospect before engaging him or
her in the selling process.

CLOSING THE DEAL

The final delivery of the product or the
service to the customer and receiving
the price of it and providing the tangible
proof of the price received and filling the
warranty form if any.

FOLLOWING UP

WHAT DO YOU THINK

THANK YOU SO MUCH

In career and business, LOVE is the best
strategy in the world.