Please enable JavaScript.

Coggle requires JavaScript to display documents.

Sales Organisation & Channels (Company position (Business-to-Business…

- - - - Inside sales (remote sales) required multiple calls or "touches" to create a sales close, involves medium or large ticket goods or services, and targets B2B or high-end B2C transactions. It is professional sales done remotely, virtually or sometimes physically. It is a combination of database marketing and phone sales capabilities. Key words: targeting, lead generation, multiple transactional selling remotely, outbound as well as inbound, volume business generation, less costly than face-to-face, drives business more value than telesales.
        
        Consider: offer end-to-end enablement, tracking/monitoring/reporting systems must be in place, integrate digital/tele/field/marketing capabilities
      - Telesales (telemarketing) which is a combination of database marketing and phone sales capabilities. It is a scripted, single-call-close, almost always targeting a small-ticket. Keywords: targeting, lead generation, simple transactional selling via phone, outbound as well as inbound, volume business generation, less costly tan face-to-face.
        
        Consider: offer end-to-end enablement and tracking/monitoring/reporting systems must be in place
      - Online/digital sales can increase sales, reach out to potential new customers and increase customer and operational efficiency. Keywords: extended to reach to a large scale, very possible for "all" if not a must, easy/affordable as technology advances, allows to share promises directly and easily, low cost, speed in sales (opportunity & threat)
        
        Consider: Offer end-to-end enablement, tracking/monitoring/reporting systems must be in place, customer satisfaction/customer loyalty, speed, understand your customer better (enhanced profiling and reference based selling), use a variety of tools/methods (email, social media, marketing automation tools), educate your customers online
      - Face-to-face (direct selling force with own selling organizations (stores, branches, devices) which is more relevant for certain complex product/service selling)
        
        Consider: continuous development of the field teams and efficiency measures (time and budget to sell)
    - - Less costly, less profitable, extends the reach, complementary offerings, flexibility, saves energy/time/budget to your own R&D or other strategic initiatives.
      - Optional channels: resellers, distributers, agents, dealers, brokers, franchises, dealers. This may vary based on business, sector and product.
      - Value partnerships (focus on joint value), focus on strategic enablement not only tactical plays (channel development, channel tiering/segmentation, flexibility options, as an extension to your brand/organisation), business ethics and compliance (code of conduct, management reporting systems).
      - What to do:
        
        Execute seamlessly
        
        Develop measures to monitor and develop efficiency
        
        Create complementary structures