What elements are included in the retail sales

It can be said that the field of retail sales management involves coordinating sales operations, forming a sales department, and implementing innovative methods that enable companies to achieve and even exceed their business goals.

When analyzing sales management, we will start from the idea that it includes both human resource management and management of sales-related processes. That is, sales management is a specific system consisting of elements of marketing, management and, of course, trade. That is why retail sales management should include:

Identifying the target audience.

The company must identify target segments (customer needs and requirements and price categories), determine strategic and “supporting” niches, formulate a strategy and develop tactics for entering new market segments.

Definition of distribution channels. The seller identifies distribution channels, collects data on dealers, distributors and other cayman islands phone number resource channel participants; determines their needs, requirements and terms of cooperation.

Distribution channel increase your sales with inbound sales management. The company plans sales by channels and participants within one channel, develops conditions for each channel, creates a system of motivation for distributors (holds promotions, provides bonuses, organizes training events, etc.).

This category also includes communication management (regular collection of information and its exchange with channel participants), distributor control (control of price and quality of service, payment), assessment and adjustment of conditions, activities of channel participants, clients, etc.

Formation of the sales department and development of its strategy.

Here it is important to establish tasks and text services functionality, determine the structure and staff of the department, distribute functions between its employees (by product categories, client groups, regions, etc.), organize technical support for the sales department.

Coordination of the sales department. The company plans and controls the activities of the sales department and its specialists, selects and hires personnel, helps newcomers adapt, motivates and trains them. This category also includes the exchange of experience with other departments, assessment of the activities of the department as a whole and its individual specialists. The company also calculates the cost of sales and regulates expenses.

Sharpening personal sales and relationship management skills. Here we can talk about the formation and use of a system for finding new customers, developing effective sales skills (for each cycle of the sales process), improving service and after-sales service, accounting and analysis of personal sales data.

Optimization of the sales system. Evaluation of the entire system in general, making adjustments. Such work should be carried out at least once a year.

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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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Despite the fact that the issue of sales management is being carefully studied and constantly discussed today, few companies can organize all stages of the system and ensure their high-quality and effective operation. That is why only individual elements are well developed at enterprises in Russia.