Recap of 14/02/2012

A Salesman should be passionate, calm and cool headed

For sales exercise now you need to negotiate with people instead of doing under pricing.

Quote of the week: ”Pitch karo Hit Raho”

Four people shared their experience on 2 hours in the shoe of a salesman

1)Nikky Kumari-Shared her shoppers stop experience

2)Abhishek Vishwakarma- Paanwaala

3)Karan- Shared his experience at Café 9 about the Frankie waala who told him that Salesman job is “chalte raho”

4)Pramod- Shared his experience with an Insurance agent

Managing Channel Sales

Three important criteria to be considered for managing channel sales are

1)Empathy-You need to empathisize with the customers in order to have good sales

2)Customer promotional mix

3) Conflict Management – You have to manage the conflict faced by the competitors. There is “Aarop Pratyarop” i.e favouritism .

Purpose of technology is to make customers life simple but there also has to be human intervention. As a retailer it is important for you to intervene with the customers and make it a fruitful experience.

Examples for Managing Sales-

1)Sree leather-They are the category killers and have excellent management.

2)Shoppers Stop – They also have a good management system but at times they don’t empathize with the customer.

3) Daily Bazaar

Managing channels is not only to promote a product but also to empathize with the customer

Sales Pitch :- Convincing the customers. Hit the customers at the right time. Pitch the product to the customer if it is required. Pitching is an art as well as science. Science is the market analysis of the product.

Example of Sales Pitch:

1)D-Mart-Discounts it offers to the customers.

2) Pidilite- Strength is the pitch

3)ICICI-We care for our customers.

POOJA THAKUR
RMM 17