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Selling and sales management - Coggle Diagram
Selling and sales management
Sales management
The product life cycle
Sales models
The long tail
Pareto principle
change in societal trends
special features in different markets
Medical sales
Know the product
Improving the workflow of customer (doctor)
Regulation in marketing and sales
Long sales cycles
Role of sales manager
Strategist
Coach
Communicator
Leadership, supervision or management?
Sales management process
Implementation
Evaluation and control
Sales forecast
Qualitative and quantitative techniques
Organizational structure
geographical
Product specialisation
Market-centered structure
Account-size structure
KAM
Formulation
Types of selling
Value selling
Solutions selling
Service selling
Product selling
eSelling
Selling orientation
Roles of a salesperson
Long term ally
Business consultant
Strategic orchestrator
Consistent cultivator
Focused optimist
Consultative selling
Team selling
Sales processes
Customers buying process
Supplier's selling process
Lead 2. Prospect 3.Test 4. Negotiate 5.Close 6. After sales
Sales funnel
The sales planning process
Interaction in sales
Probing questions
Handling objections
Importance of listening
Effective sales
Defining what drives good performance
Identifying and understanding weaknesses
Training
Change
Customer segmentation
Seven steps of selling
Pricing strategies
Cost-based pricing
Competition based pricing
Customer based pricing
Value-based pricing
Requires skills and management
Value creation
Economic value
Value based market segmentation
Freemium
Scalability
Sales and selling activities
B2C
B2B
Components of effective sales strategy
The selling model
AI in selling
Price optimization
Forecasting
Upselling and Cross-Selling
Lead Scoring
Managing for Performance
Chatbots