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 tramca's
methodology of sales planning and development varies with the analysis
of each product/service to determine the optimum solutions for
success.
Given two conditions relating to
a product or service - that consumers' acceptance has been established
and, that distribution channels have been designated. This is an
established product/service - the sales plan would determine how to
increase market share.
Any other product/service
would be placed in the category of:
 | "new or startup"
- the sales plan for this category would involve establishing brand
development and distribution channels |
| "maturity stage" - this
product/service is becoming obsolete and the sales plan should
address re-branding and re-packaging for the established market
market |
There are many variations
of Sales Planning and Development - all with the express purpose of
creating distribution channels for sales. |
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New
Business Development |
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 Market
expansion, new/startup and mature products/services all require
consumers to ensure success.
Distribution channels include
any or all of the following
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Wholesalers |
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Retailers |
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Direct
selling:
(a) Field Sales Force
(b) Telemarketing
(c) Catalogue Sales
(d) Direct Mail, etc... |
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 Market expansion
and sales development solutions
throughout Canada, U.S.A. and the Caribbean. |
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Sales Training & Organizing |
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The concept of
Natural Selling
deals with the interpersonal and
intrapersonal skills inherent in us all, and how to unlock and harness
those skills in order to become the perfect selling machine.
Everyone on the face of this planet was born with an
UNIQUE ABILITY
- that is, the power to perform certain functions to perfection. Doing
things good or excellent means that you are only mediocre or good at
doing these things - this is not your unique ability.
Only when you
perform perfectly will
you know your true unique ability. People
with the unique ability that falls within the sales cycle are
sales-focused and results-driven; they live within the sales cycle and
sell as though they are on a “crusade of life”. These are the
“Natural-born Sellers” -
the perfect selling machines.
These are people who take complete responsibility for their success,
and their future.
Every sales
force consists of salespeople who are bad, mediocre, good, and then
there are the “Natural-born Sellers”. The bad and
mediocre salespeople are a liability to the company and should be
encouraged to pursue a different career. The good salespeople are good
for the company’s bottom line, but these people are “walking the
fence” - that is, some will fall on the mediocre side, and some
can be coerced on the Natural-born Sellers side of the
fence.
Several criteria make
up the selling cycle of the “Natural-born Sellers”.
These include Organizing, Time Management, the six-steps sales
interview, knowledge of the industry, a set of entrepreneurial
strategies that will remain valid regardless of the changes in the
industry, long-term planning, establishing goals and objectives,
formulating strategies and plans of actions to accomplish these goals,
and his/her whole life, in general. The balancing of these criteria in
the equation leads naturally to becoming a “Natural-born Seller.”
This course deals with Organizing, Time Management, the six-steps
sales interview - and the art of balancing the criteria of the
equation - customized to each company’s products or services.
On completion of this
program, the participants will learn how to:
| free
themselves of activities that do not make money, and focus their
energies on the money-making activities of the business |
| manage time more effectively |
| work more efficiently |
| open and close sales naturally |
| accomplish their goals, and
generally, lead a better quality life.
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Time
Management |
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"I just didn't have enough time."
Yes you did. You had all the time there is. You had the same
twenty-four hours, the same 1,220 minutes, that everyone else did.
What you didn't have are the skills of managing the time that's
available to you.
Do you ever look at the clock and realize with a sense of panic that
it's almost 5.00 o'clock and you haven't really gotten started on what
you wanted to accomplish today?
You're not alone. Despite all the talk about "time management,"
despite computers, fax machines, shuttle flights - and all the other
time "savers" we've adopted - most people still don't have enough
time. We're forever pulling ourselves out of one time squeeze only to
find ourselves pressed immediately into the next.
Alec Mackenzie - The Time Trap 1990 |
 Simple
procedures are the cornerstone of successful account management
For example, organizing a
large number of accounts for easy access and follow up servicing gives
more time to dedicate to actual selling. Field Force automation
is imperative to success. Database management skills along with a
contact management system will actually increase sales activities.
More... |
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