There are dozens of different sales techniques for managers. They can be divided into groups and then combined into categories based on similar features.
Depending on the initiator of the process:
Active : The salesperson initiates contact with the prospect to sell the product.
Passive : the consumer shows interest in making a purchase (such transactions are in the vast majority of cases stimulated by marketing activities).
Taking into account the product's focus:
Direct sales: the product is sold directly to the end consumer (for example, a farmer sells his produce at the market).
Indirect sales: the transaction is bahrain phone data carried out through intermediaries (retail outlets).
By nature of contacts:
Personal (traditional): the seller interacts with the consumer himself, convincing him to make a purchase. This type of sales is the most popular.
Impersonal (indefinite): the seller and buyer do not come into contact (for example, in the case of sales through online stores or vending machines).
Classification of sales techniques for managers
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Sales stages and techniques for managers can be classified by the nature of the process:
Simple transactions : characterized by a short sales cycle and few meetings. Typically, the customer comes in, sees the product they want, and makes a purchase without much discussion or decision-making.
Complex : in such transactions, the buyer needs time to make a decision. He must weigh all the pros and cons, consider alternative offers, etc. The sales cycle is longer, the number of interactions with the seller is greater, and third-party experts may be involved.
Cascade (conveyor): in this case, each stage of the sale is performed by a specialized employee. For example, a call manager calls potential clients, a sales manager meets with them, a cashier accepts payment, and so on. This scheme facilitates a more efficient distribution of functions and speeds up the transaction.
By type of parties to the transaction:
sales techniques for B2B (business to business) managers. The sale takes place between two or more legal entities.
"B2C" (business to consumer). The methods are focused on selling goods or services to end consumers, i.e. individuals.
Depending on the level of buyer awareness:
Cold : the most difficult sales technique (usually used by sales managers who call potential buyers on the phone). The client is not considering the purchase, is not aware of the product and may not even realize that there is a problem that it can solve.
Warm : A "hot" client is one who already has a specific problem and realizes that a specific product can solve it. The more a person knows about the advantages of the seller's offer, the higher their interest and confidence in the need to buy. In this case, the client has made his decision and is ready to make a deal. He does not need additional persuasion. It is enough to simply complete the deal and receive the product.
Depending on sales volume:
Wholesale : sales in large quantities to intermediaries or retail chains. Suppliers sell their goods at a low price to wholesale buyers, who then resell the products to end consumers with their own markup. In most cases, such sales techniques are necessary for B2B sales managers.
Retail : The product reaches the consumer and is sold in individual units or small lots. With more intermediaries in the sales chain, its cost to the consumer increases.
Classification of sales techniques for managers