Analogous to the term marketing conception, a sales conception is a comprehensive conceptual draft that is based on a central idea or on certain benchmarks, the goals, and summarizes basic strategies as well as necessary action programs in a coherent plan.
Table of Contents
Sales targets
The overriding strategic goal is the exploitation of sales and success potential:
- Market share
- Quantity and value
- Buyer reach
- distribution
- turnover
- Customer satisfaction
- Sales volume
- Strengthen the clout of the sales force
Sales strategies
- Intensity of market cultivation
- Business area (sales program, customer base, sales area)
- Absatzmethode/-systeme (direkter / indirekter Vertrieb)
- Choice of the involvement of sales intermediaries
- Organization of the sales department
- Commercial agent or traveler)
- Sales style
- Code of Conduct
Action program
- Customer and market development (including presenting campaigns, finding new customers, visiting customers, advising customers
- Develop offers
- Present offers
- Negotiate (prices, conditions, etc.)
- Complete orders
- Accompany the process and process complaints
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