32
Homz UMRIGAR | # 932-186-6301 (India) | [email protected] Minimizing the role of a sales person The technology way By: Homz UMRIGAR
| Date post: | 14-Apr-2017 |
| Category: |
Documents |
| Upload: | homz-umrigar |
| View: | 555 times |
| Download: | 3 times |
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Minimizing the role of a sales personThe technology way
By: Homz UMRIGAR
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Summary Areas• Role of a Sales Person• Applying the use of Technology as a aid to the role of the
sales person• Market Segments• Program Development • Deployment • Training & Roll-out• Program Adoption Matrix• Evaluation Matrix Assessments• Sample Screen Shots
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Role of a Sales Person - 1
• Diagnostic: This involves a salesperson in probing and finding the cause of a problem. Like an expert doctor, a sales person diagnoses the needs of his or her customers
• Analyst: Having diagnosed the need or the market forces the salesperson needs to analyze customer needs and market trends and identify the linkages, if any
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Role of a Sales Person - 2
• Information Provider: The salesperson is expected to play the role of an intelligence agent. In this role he or she is expected to keep the management posted of any significant developments in the territory
• Strategist: Another role of the salesperson is that of a strategist. He or she being the “soldier in the field” or the “ man in command”. has to evolve a strategy that can help him or her to be a market leader
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Role of a Sales Person - 3• Tactician: A salesperson is also a tactician In the sense that he
or she evolves tactics to win over the customer or to enhance dealer satisfaction. Tactics are short-term action plan flowing from the strategy , which is a long term action plan
• Change Agent: Last, we see a salesperson as a change agent in the market or the territory in which he or she operates, for it is he or she who introduces new product ideas and influences the life-styles and consumption patterns by making new products and services available in the territory and influencing opinion leaders to accept them and recommend the same to others
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Applying Technology - 1• Create Diagnostic tool
– Registration form to collect basic information– to know the requirement and publish/map data live to the sales force
/ BI solution– Spread the information to teams (Pre-sales, sales etc)– Deployment options include: internet website, sales office locations,
on-site and more– Recommendations based on information collected
• Recommendation to create a test of parameters identified based on expert judgment and standard operating procedures and processes.
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Applying Technology - 2
• Analyst linkages to products / services– Based on the diagnostic tool outcome output
related products / services– Provide suggestions & recommendations – Create live still imagery to sample– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Applying Technology - 3
• Create Information Management / Delivery System– Product / Service vide in-dept modules – Customization options– Demo Videos– Intelligence Agent (Provide a watch-list for vacant
property)– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Applying Technology - 4
• Strategy Application– In-Built strategic intelligence– Matrix v/s others– Value offering – Market intelligence (Live update)– Future outlook (Predications on ROI)– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Applying Technology - 5
• Tactics Application– Short term – Medium Term– Long Term– Cross linked intelligence– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Applying Technology - 6
• Change Agent– New Product Ideas– Life style– Influence – using Key Opinion Leaders (KOL)– Evangelists (EA)– Recommendations (KOL + EA + Customers)– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting – Buy Now
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Market Segments
Commercial•Office•Organized Retail•Luxury & Lifestyle•Travel & Leisure
Residential •Apartments•Luxury & Lifestyle•Villas
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Program Development
Internet Website
Intelligent Kiosk
Video Reels
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Deployment - Internet
Web Apps Assessment Tools
Information
Customization & Buy
Rich Media Intelligent website
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Deployment – Intelligent Kiosk
Web Apps Assessment Tools
Information Customization & Buy
Intelligent Kiosk
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Deployment – Video Reel
Information Comparative Matrix
KOL + EA Opinions
Future Trends
DVD / HD Format
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Training & Rollout
Sales Teams•End-to-end
program•Website & Use•Web Application
Use
Tele Callers•End-to-end
program•Website & Use•Web Application
Use
General Training - Optional•End-to-end
program•Information
Sharing
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
Program Adoption Matrix
Awareness
E-mails
AdvertisementsSMS
Online
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
EVALUATION MATRIX ASSESSMENTS
Monitor & Control using technology tools for data mining
Homz UMRIGAR | # 932-186-6301 (India) | [email protected]
CONTACT INFORMATION
Homz UMRIGARCell # 932-186-6301 (India)[email protected]
