STILL DOING TECHNICAL SALES, GODREY ETTAH SAYS IT’S TIME TO GO STRATEGIC I was recently watching a programme in NTV when a Sales Executive was asked what her job roles entailed and she gave an answer I didn’t and many others didn’t expect. “I help organizations and Nation clients develop strategic marketing that suits their particular needs and align their sales and marketing to their vision”. Oooh so it’s true they could be doing this. This made me remember my days as a Loan Representative in a particular SACCO just days after I had cleared form four, We were recruited, then the next day we were told, hey go and tell people out there who require loans that we have the money and they can fill this particular form and after a specified number of days they will get there loans, So each one of us was given an estate, a section and the dates plus of course the infamous TARGETS. There are different steps of making a sale and the best of all is first to know the PROSPECTS who the product is meant for. Most organizations in Kenya fail to tell their Sales people who the product is meant for while assuming that the product should be bought by all and sundry. For an organization to have decided to develop a particular product it must have identified a MARKET or the need for that particular product. I have seen Sales people walk for 3 months make no sales yet they of course are approaching people for these particular products. The first Step after recruiting a sales person is to share with them the vision of that particular organization as pertains to that particular product with that you shall have helped the sales person to know the prospects for your product. When I was growing up I had so much interest in the Sunday Newspaper probably because of the “Young Nation” which was a pull out in the The Nation. Young Nation Contained Pen pal, Birthdays and drawings, these were so dear to me. Newspapers analysed there readership and now they make sure products which are consumed by kids are advertised in that section. Is this not helping their Sales Revenue? Again Newspapers have introduced the feature section where they advertise in prior what they will be featuring in a particular date and ask for the concerned organizations to advertise. These not only increases there sales revenue but gives the client an opportunity to be visible. ARE YOU STILL TECHNICAL, NOW LETS BE STRATEGIC!!!!
Posted on: Fri, 30 Aug 2013 09:28:16 +0000
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