lOMoARcPSD|44532475
ment
SalesUnit
Management
D099
2 Summary
SalesUnit
Management
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Unit
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$
Sales Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$
Unit 2 Summary
Module 1: Sales Role
Lesson 1: Purpose of the Sales Role
In this lesson, you explore the role of sales in an organization, how companies manage
customer relationships, how sales have changed over the years, and what role ethics play in the
sales process. You read about the following:
Sales play a crucial role in business stability and growth. The primary objectives of the
sales department are to generate customers, retain customers, and project sales
volume.
To survive in a competitive market, organizations must develop a sustainable
competitive advantage.
Factors that help businesses develop a sustainable competitive advantage are customer
loyalty, location, distribution and information systems, unique merchandise, vendor
relations, customer service, and multiple source advantage.
CRM tools are key for marketing, sales, and account management. They capture data
and provide them to businesses to generate leads, anticipate what clients want, and
help manage client relations.
Online shopping gives consumers vast amounts of information and flexibility, thus
changing the dynamics of sales. The role of the salesperson has changed dramatically
from an order taker to a relationship builder who supports customers in their
purchasing decisions.
You learned that it is vital for organizations to adopt and adhere to a code of ethics and
to teach and model this to their employees.
Lesson 2: Relationship of Sales and Marketing
In this lesson, you learn more about how marketing and sales collaborate, how personal
selling is part of the promotional mix, and how the customer journeys from marketing to
sales. The following were discussed in detail:
Sales incorporate selling the company's products or services to its customers. Marketing
is the process of communicating the value of a product or service to customers so that
the product or service sells.
ment
SalesUnit
Management
D099
2 Summary
SalesUnit
Management
Sales
2 Summary Downloaded by madiba South Africa stuvia ()
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Unit
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$
Sales Role.pdf~~~~~D099 Sales Management Unit 2 Summary Sales Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@
, lOMoARcPSD|44532475
ment
SalesUnit
Management
D099
2 Summary
SalesUnit
Management
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Unit
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$
Sales Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$
Marketing and sales differ greatly but share the same goal. Sales is a subset of
marketing. Marketing improves the selling environment.
Personal selling is part of the promotional mix and plays a role in providing the customer
with a unified marketing message.
IMC is the careful coordination of all the elements of the promotional mix to produce a
consistent, unified message that is customer focused.
AIDA is the principal model of the buyer's journey. AIDA describes the process
consumers engage in as they prepare to make a purchase.
Companies can learn more about their target markets by conducting marketing research
and incorporating those findings in their product offerings as well as in their marketing
and sales strategies.
The marketing and sales departments share the same goal and must work together for sales to
be successful.
ment
SalesUnit
Management
D099
2 Summary
SalesUnit
Management
Sales
2 Summary Downloaded by madiba South Africa stuvia ()
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Unit
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$
Sales Role.pdf~~~~~D099 Sales Management Unit 2 Summary Sales Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@
ment
SalesUnit
Management
D099
2 Summary
SalesUnit
Management
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Unit
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$
Sales Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$
Unit 2 Summary
Module 1: Sales Role
Lesson 1: Purpose of the Sales Role
In this lesson, you explore the role of sales in an organization, how companies manage
customer relationships, how sales have changed over the years, and what role ethics play in the
sales process. You read about the following:
Sales play a crucial role in business stability and growth. The primary objectives of the
sales department are to generate customers, retain customers, and project sales
volume.
To survive in a competitive market, organizations must develop a sustainable
competitive advantage.
Factors that help businesses develop a sustainable competitive advantage are customer
loyalty, location, distribution and information systems, unique merchandise, vendor
relations, customer service, and multiple source advantage.
CRM tools are key for marketing, sales, and account management. They capture data
and provide them to businesses to generate leads, anticipate what clients want, and
help manage client relations.
Online shopping gives consumers vast amounts of information and flexibility, thus
changing the dynamics of sales. The role of the salesperson has changed dramatically
from an order taker to a relationship builder who supports customers in their
purchasing decisions.
You learned that it is vital for organizations to adopt and adhere to a code of ethics and
to teach and model this to their employees.
Lesson 2: Relationship of Sales and Marketing
In this lesson, you learn more about how marketing and sales collaborate, how personal
selling is part of the promotional mix, and how the customer journeys from marketing to
sales. The following were discussed in detail:
Sales incorporate selling the company's products or services to its customers. Marketing
is the process of communicating the value of a product or service to customers so that
the product or service sells.
ment
SalesUnit
Management
D099
2 Summary
SalesUnit
Management
Sales
2 Summary Downloaded by madiba South Africa stuvia ()
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Unit
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$
Sales Role.pdf~~~~~D099 Sales Management Unit 2 Summary Sales Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@
, lOMoARcPSD|44532475
ment
SalesUnit
Management
D099
2 Summary
SalesUnit
Management
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Unit
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$
Sales Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$
Marketing and sales differ greatly but share the same goal. Sales is a subset of
marketing. Marketing improves the selling environment.
Personal selling is part of the promotional mix and plays a role in providing the customer
with a unified marketing message.
IMC is the careful coordination of all the elements of the promotional mix to produce a
consistent, unified message that is customer focused.
AIDA is the principal model of the buyer's journey. AIDA describes the process
consumers engage in as they prepare to make a purchase.
Companies can learn more about their target markets by conducting marketing research
and incorporating those findings in their product offerings as well as in their marketing
and sales strategies.
The marketing and sales departments share the same goal and must work together for sales to
be successful.
ment
SalesUnit
Management
D099
2 Summary
SalesUnit
Management
Sales
2 Summary Downloaded by madiba South Africa stuvia ()
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Unit
Sales
2 Summary
Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$
Sales Role.pdf~~~~~D099 Sales Management Unit 2 Summary Sales Role.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@
