Unit R/615/2720 Sales Assignment Sample

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Introduction

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TASK 1 – Selling

1.1. Definition of the term ‘Sales.’

The terms on which a buyer and a seller come to an agreement are referred to as “conditions of sale”. They are as important for international sales as they are for domestic ones (Vasiutkina, Marchenko and Halenin, 2021). Therefore, buyers and sellers should be aware of the terms of the transaction in order to set clear expectations. Sales are at their heart contracts for the exchange of goods or services. Transactions in which the seller exchanges goods or services for money or an inventory list are referred to as sales. In order for a transaction to be completed, buyers and sellers must agree on all of the deal’s specific features, such as the price, amount sold, and delivery logistics.

1.2. Explanation of why an organisation needs to have a sales policy

Sales guidelines directly affect the employment of sales executives. Using these guidelines, sales managers may better organise their teams, use Salesforce, and keep an eye on their teams’ performance (Olson et al., 2018). A b foundation in the sales team is required for effective sales strategy and strategies to be built upon. All sales operations are governed by the systematic application of the goals, rules, and procedures that are established by a sales organisation. As a direct result of this, productivity and revenue have gone up, although levels of user happiness and overall satisfaction have remained the same (Li, Luo and Chen, 2021). These guidelines were developed not only to assist the company in becoming more lucrative and competitive but also to serve as a guide for the organisation in its efforts to provide the highest possible level of pleasure to its clientele.

1.3. Analysis of the sales function in Amazon

Amazon Sales and Marketing Services is mainly responsible for directing customers to product listings via marketing activities. There are three main Amazon marketing fares: marketing authorisation campaigns, product display adverts, and headlined search. Other marketing options include lightning deals (Sales, Ribeiro, Chapman and Loyola, 2020), promotions, and discounts. Because of the nature of CPC advertising, it may be challenging to sell a product at this level of competition. It is more expensive to sell a product in a crowded sales segment. In many cases, competing costs outweigh the benefits (DWIVEDI, 2021). Nevertheless, profitable sales may be made on Amazon with products that are well-positioned in the market and give substantial value.

A product’s promotion may be expensive because of the nature of cost-per-click (CPC) advertising. As the number of shops vying for a term grows, the cost per hit rises. Even while competing might be expensive, the rewards can be substantial. In certain cases, Amazon may be a very successful sales channel for products that are well-positioned in the marketplace. Vendors may use a specific marketing channel to give discounts on products via flash sales (Sindhu, Rajkakati and Shelukar, 2021). This might lead to sales that weren’t possible if the items were merely advertised and discounted. There is a downside to these deals in that buyers have to give up a larger portion of their profits.

Amazon has taken a proactive approach by lending its support to the initiative, which is expected to result in revisions to the regulations that control sales taxes for items purchased over the internet. In an effort to collect Internet taxes, governments are expanding the scope of their laws to mandate tax collection from merchants who make money from “online interconnections to an in-state firm” or who employ local storage facilities or distribution companies (Sindhu, Rajkakati and Shelukar, 2021). This is being done in an effort to increase revenue from Internet sales. Amazon is already in the process of gathering sales taxes in eight states, and as its local companies continue to grow, the company plans to continue adding states to the list. It is possible that a federal measure would allow all states to apply sales taxes on purchases conducted over the internet.

1.4. An explanation of the role of selling in the marketing mix

The selling concept is more concerned with the product itself than market demands in marketing. It is naive to expect that if someone is persuaded to buy something they haven’t considered before, they will not be disappointed. In this case, Amazon’s promotional mix is intended to convince consumers to visit its websites and pay for its online services (de Jong, Zacharias and Nijssen, 2021). Sales planning should encompass product design, pricing strategy selection, distribution discussions, and promotional activities, and sales managers should be involved in all four components of the marketing mix. These are both promoting and distributing operations, as they require sales techniques and production and delivery tactics (Nguyen et al., 2022). Customer-contact sales methods include things like selling over the phone or in person, sending out direct mail, and providing customer assistance.

1.5. An explanation of the differences between marketing, negotiating and selling with examples

In a business, marketing is about the enhancement of brand awareness among the customers. For instance, Amazon has implemented various ways to promote the company among its customers through advertising (Yusmalina et al., 2021). The use of social media and other advertising methods they have followed for marketing the product. Sales are based on the purchase rate of the customers, which are later found in some specific customers. For instance, how much effect the company has sold among their customers in a monthly or yearly manner is considered the company’s sales rate (Gago-Rodríguez, Márquez-Illescas and Núñez-Nickel, 2021). Also, it is based on how the company accomplishes the customers’ needs through their following selling channel (Faia et al., 2021).

Amazon’s emphasis on the customer, especially at this time, testing market opportunities made available by digital technology, and a focus on testing and analysis to improve results are all things that all types of businesses, from start-ups and small businesses to multinational corporations and businesses that operate similarly to Amazon, can learn from (Gago-Rodríguez, Márquez-Illescas and Núñez-Nickel, 2021). Because of its focus on improving the shopping experience of its customers, Amazon has emerged as a pioneer in the field of e-commerce user experience.

Therefore, the sales and marketing on amazon consist of a common thing. The marketing process of the company relies on the how strategic way they have focused and tend to implement to enhance the sales rate of the company. Therefore, the appropriate marketing strategy has impacted the sales percentage of the company. The sales are considered after the implementation of the marketing strategy. For instance, when Amazon has implied the social media strategy that was for the marketing process and then whatever they have earned through the expansion of the business that is selling. Hence, it can be said that the marketing process and sales of a company have different roles but they have distinct of their process (Kadi?-Maglajli?, Chaker and Arslanagi?-Kalajdzi?, 2021).

In a business, the negotiation skill is based on the mutual agreement of any business survival or product. For instance, In the B2B category, Amazon has followed a reciprocal agreement with the other companies who are given to Amazon to sell their products through the B2C sales strategies. In the E-commerce business negotiation is playing an important role. The negotiation skill is helping the company to create a proper understanding with the customers in the local as well as in the international market. Negotiation skill also impacts the good relationship with the shareholders (Faia et al., 2021). Therefore, from the sales and marketing, the negotiating section has played a completely different role which has made it different from the other segments.

1.6. A description of the different methods of selling, explaining the characteristics of each

In the organizational process, there are many types of the selling process that has implement to expand the business through the different types of sales. The distinction among the sales has helped the business to modify their sales. The various types of sales have an impact on the customers that have helped the company to create a proper image among them. In the sales department of the company, the Salesperson has followed various ways of selling their products to their customers (Ptok, Jindal and Reinartz, 2018). The different characteristics of the sales process have played different roles that help the organization to meet their sales as per their demand. Therefore, when a business expands its sales they have, it followed various types of sales methods, and the majors are described below:

SNAP selling

Numerous sales associates use this technique to captivate the mind of their clients. SNAP stands for keeping things simple (Kadi?-Maglajli?, Chaker and Arslanagi?-Kalajdzi?, 2021), being indispensable, consistently aligning the company with the needs of consumers and elevating its objectives. Through the SNAP selling, there are features got by the salesperson that helps them to convince their customers in an easy way. The Internet is the best location for contemporary buyers to gather product and service information. Because of the availability of knowledge, they avoid difficult topics. Customers prefer companies with simple information. Therefore, through this selling technique, the customers can make it simple for their customers and which has a positive impact on the psychology of the customers.

SPIN selling

In that case, the selling department is based on the three analytical stages: Situation, problem and Implication. As a consequence, a company analyses the situation and then, based on the finding of the case, the results come out (Kadi?-Maglajli?, Chaker and Arslanagi?-Kalajdzi?, 2021). SPIN selling is meant to eliminate several of the uncertainty and difficulty in closing a transfer of funds by identifying recurring characteristics that may assist a sales rep in establishing a legitimate relationship with a client. This is accomplished through the use of a set of guiding principles known as the SPIN selling framework. Through the course of its existence, SPIN Selling has evolved into one of the most well-known business-to-business sales guides on the whole globe.

Sandler system

This particular type of selling is based on openness. That means this is to give a chance to the customers to express their opinions to the organisation’s sales team. The Sandler Selling System focuses a b emphasis on the process of customer qualification as well as relationship building (Ptok, Jindal and Reinartz, 2018). Instead of coming across as an aggressive salesperson, the sales professional should be seen as a reliable counsellor, according to the plan.

1.7. Evaluate the impact of one method of selling on the performance of a chosen organisation

The sales position of Amazon Inc. is basically about building and maintaining the relationship with its customers. Globally, the company has provided various types of products through the B2C market. From the evaluation of the business level of Amazon, it can be said that Amazon has focused on the situation and then found the gaps before implementing something new through the promotion. In that case, the sales head of Amazon Inc. has recruited a retailer capable of fixing the market demand based on the current situation and the market loops. Therefore, SPIN selling is required primarily in the company’s operational process (Garcia, 2021). They have followed the three distinct stages of identifying the market trends: the situation, finding out the gaps which are the problem, and then implementing a solution. The final stage is how these solutions will help create a bridge in the hole. From the sales department, the retailers and sales associates can develop faith among the customers about the product services (Garcia, 2021).

1.8. Recommendations to improve the sales performance of a specific organisation or product.

From the above evaluation, it has been seen that Amazon has a shared vision regarding selling. Globally this organisation is already an established business. For the further improvement in the sale (Yas et al., 2021), it may add more clients. More clients will help them expand their business to a giant level which will be helpful for them in the high-level competitive market. Additionally, the company have to focus on the unique choices of the selling process that has an impact on the enhancement of the sales rate within their territory and other countries (Yi, Cha and Amenuvor, 2021). They have trained their salespersons in a better way. Better training will impact positively on the better performance of the individual.

Task 2 – Sales Process

2.1. Characteristics of the sales procedure

Sales procedure refers to a defined and predetermined sequence of different steps that are required to attract more consumers to the business’ offerings. Every major business organisation can sell commodities and services to benefit from the procedure of sales (?im?ek et al., 2022). There is no denying the fact that sales procedure is the most important tool in the arsenal of any business organization operating in a competitive business environment for accomplishing their different goals and objectives effectively and efficiently. There is a requirement for a formal sales procedure structure in terms of generating more sales (Hattab and Iljic, 2019). The sales procedure involves a series of repetitive steps that any sales individual engages in to generate more sales in the process. The formation of a formal structure is essential and vital for any business organization to improve the sales procedure and generate more sales and ultimately contribute to the business sustainability (Singh et al., 2019).

There are many characteristics of the effective sales procedure, such as Documentation, adoption, adaptability, measurability, customer alignment, efficiency, and Self-Correcting.

Documentation

The sales process must be well defined and documented. In addition, the different stages of sales must be clear from any unambiguous buyer behaviour (Hartmann and Lussier, 2020).

Adoption

Another characteristic is the adoption that involves the business not to make the salesperson complex since the scenarios are changing and there is a requirement for the business to make sales process as per the needs and convenience of the business organisation (Wardati and Mahendrawathi, 2019).

Adaptability

This characteristic is also very similar to adoption since it also involves the sales process to be more dynamic and adaptable to the sales environment. Regular review can ensure the consistent effectiveness of the sales procedure (Amor, 2019).

Measurability

The sales process is required to be measurable to measure success (Anshari et al., 2019). Some metrics are considered to measure data quality, push rate, conversion rate, win rate, forecast accuracy, etc.

Customer Aligned

This is the most vital characteristic of the sales procedure that involves the creation of sales procedure by using the conventional approach to pipeline management, which is mostly based on activities such as proposing, qualifying and demonstrating etc. and these are mostly taking place keeping customers in mind (Kir and Erdogan, 2021).

Efficiency

For the sales procedure to be efficient, there is a necessity of investing healthy financial resources in improving the sales and generating more profits in the process as well (ISTANTI, 2022). Any sales process which is efficient can aid in enhancing the collaboration effort with the utilization of advanced technology.

Self-Correcting

Another characteristic of the sales procedure is that the sales process is “self-correcting” means that the sales must be flexible enough to the changing tastes and p