Market Segmentation is a marketing term that describes a strategy to summation of prospective customers into segments that have similar needs and react alike to a marketing action performed by a company. Segmentation helps companies to target a number of different customers divided into groups that perceive a need of a product differently. By doing so, the companies are able to satisfy the needs of different buyers by using unique marketing strategies to boost sales. Continue reading
Tag: sales
How to Develop Great Sales Service Culture?
The best way to establish a sales service culture is to say, we want to serve better. It will set up a new sales culture. The best way to grow a business is to improve your customer service culture. Focus on providing the best information, and a remarkable service. Once you do that, it will automatically give you; profits create a bond between you and your customer, so the loyalty remains. Before, you can get to that stage you need to be clear about a few things. Continue reading
How to Develop Sales Strategy for a Bad Economy?
It is important to recognize that the world economy does not remain the same. What was good a month ago could become a disaster now. In the times of economic crisis, it is important for companies to understand it and adjust their sales strategies accordingly. However, this does not mean in any way that a firm should destroy its previously built image or lower its product standards. There are ways to increase or even maintain sales strategy in bad economy. Continue reading
Traditional Performance Appraisal System is Failing
A conversation with Jay Beecroft can be a heady experience. Topics change and twist; one good thought invariably triggers two more. We recently had the good fortune of finding Beecroft at his St. Paul, MN base of operations and available for lunch. Between soup and salad, we gathered the following classic “Jayisms.” Continue reading
Becoming a Corporate Sales Training Supervisor
3M’s Jay Beecroft is a training directors’ training director. Though his official title— di¬rector of education, training and development— accurately mirrors his lack of personal pretension, it tells next to nothing of his successful 28-year reign as 3M’s top trainer.
Beecroft joined 3M in 1948 as a sales rep and, like so many, became a trainer almost by accident. In Beecroft’s case, the accident was named Bill Gove. Though now a nationally known speaker/trainer, Gove was 3M’s manager of business develop-ment when he met and was impressed by the ex-Army-Air-Corps-pilot-turned-sales rep, Jay Beecroft. Continue reading
Training for Sales Process
Training in the nature of the sales process. An attempt to make a sales neophyte into an effective salesperson by teaching him or her only one of the many sophisticated sales techniques probably would not work and might even be detrimental.
Seldom will one approach to sales work with more than a handful of customers. The many situations a salesperson confronts on a daily basis are too varied to be accommodated by one approach to the sales process.
It makes much more sense to help the trainee understand the essence of the sales process so that the person can tailor his or her own approach to a given sales situation. Continue reading