Tag: Personal selling

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door to door sales agent , door-to-door sales technique and door to door sales agent in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door to door sales agent ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door to door sales agent and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Marketing agencies in Kasba Peth

It’s Da “BOM”! How a “bill of materials” makes sales enablement content more readily available to reps

For as long as there has been product marketing, there have been launch kits, from glossy brochures and multi-page spec sheets to the infamous tech-heavy “product deck.” These assets help your reps talk fluently about your products…but not much else. That’s why Wipro’s Thierry van Herwijnen believes the standard launch checklist needs a rethink, and companies need to start investing in knowledge management—which is part of the overall sales enablement organization at Wipro.

One reason necessitating the investment in better management of sales enablement assets? Deals are already complex, and they’re getting more so. Van Herwijnen noted there are 11 different touch points for reps before a decision is made, and their sales cycles last between six months and two years. What’s more, 6.4 stakeholders are involved in their buying decisions.

To face these realities, he said Wipro had to develop a vision around knowledge management—one that would ultimately equip sales teams with the range of messages, insights and tools they need to have winning sales conversations.

By moving toward a more predictable model for their “bill of materials” (a.k.a. “BOM”), Wipro has made their enablement content more readily available to reps right from their sales portal. This has helped the company overcome some major sales enablement challenges, such as lack of consistency in content, limited accountability and measurement, and limited governance.

By making the jump from knowledge to wisdom with knowledge management, van Herwijnen says Wipro has made strides in the following areas of their sales enablement program:

Sales content optimization and governance

Adoption and messaging supply chain optimization

Sales insights delivery

Alignment between sales and marketing

Social selling participation and buy-in

Corporate Visions was instrumental in improving this process, according to van Herwijnen. Corporate Visions worked with Wipro and conducted a sample audit looking at all current assets, recommended improvements, and established a baseline message to help reinforce message consistency. Wipro also took advantage of Corporate Visions templates to help them seamlessly incorporate messaging from its Conversation Roadmap into its sales enablement assets.

door to door sales agent in Pune

door to door sales agent in mumbai

Personal selling , Corporate Retail Branding, brand Promotion, sales,

B 2 B Brand promotion, Experiential marketing, Competency

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door to door sales agent , door-to-door sales technique and door to door sales agent in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door to door sales agent ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door to door sales agent and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

marketing solutions in pune

Big Bazaar Marketing Mix

Marketing Mix of Big Bazaar analyses the brand/company which covers 4Ps (Product, Price, Place, Promotion) and explains the business & marketing strategies of Big Bazaar.

Let us start the Big Bazaar Marketing Mix:

Product:

The product in the marketing mix of Big Bazaar can be classified into the following categories – Apparels, Food, Farm Produce, Home and Personal Care and Chill Station. Apparels usually comprise denims and T shirts, fabrics and cut pieces, casual clothing, party clothing, ethnics wear, accessories, under garments, dress materials, sarees and the likes. Big Bazaar offers food which comprises ready to eats, ready to cook packages, spices, chilled drinks, tea and coffee etc. Farm products include vegetables, fruits, dairy products and imported fruits/vegetables and luxury fruits. Chill stations are at Big Bazaar offering soft drinks, packages juices, milk and milk products, frozen foods and ice creams. Home and personal care include detergents, soaps, creams, deodorants, plastic products and crockery. Other than these Big Bazaar also offers Electronics, Fashion and Jewellery items and Kids and Child products.

Image: Wikimedia

Price:

Big Bazaar has always endeavoured to strike a good balance between profitability and value pricing of its products. Since major target audiences for Big Bazaar comprises middle class homemakers, value for money and competitive pricing is the strategy adopted. This in conjunction with multiple offers, sales, special discounts, season offs etc make purchasing from Big Bazaar lucrative. Besides this Big Bazaar also offers certain goods at low interest rates and uses psychological model of pricing as well as differential and bundling price strategies. Hence, the pricing strategy in the marketing mix of Big Bazaar is not solely dependent upon competition and regulatory authorities.

Place:

Big Bazaar’s strategy of correctly identifying areas which have high potential development and growing purchasing power and invests in real estate for the opening of their retail stores. These are usually areas high in population and traffic movement. Their Express format has an area of roughly 15-18000 square feet, their hypermarkets usually have an area of 40-45000 square feet while the super centres have upto 1 lakh square feet. Big Bazaar currently have 100+ stores spread across 34 cities. There are plans of expanding stores to other tier 2 cities with an infusion of Rs 350 crore

Promotion:

Big Bazaar is known for promoting its products in very catchy, easy to remember ways using memorable punchlines. For below the line promotion, they offer discounts and coupons along with money back guarantees and several exchange offers. For Above the line promotion Big Bazaar run advertising campaigns on television and radio while also publishing print ads in newspapers and magazines, besides online promotion. Hence the promotional strategy in the marketing mix of Big Bazaar is mostly a 360 branding technique.

Since this is a service marketing brand, here are the other three Ps to make it the 7Ps marketing mix of Big Bazaar.

People:

Very well trained and knowledgeable staff assists people in purchasing the right things which Big bazaar has in spades (roughly 10,000 employees). The people strategy in the marketing of Big Bazaar is primarily having the right people trained in the right way to serve the customers. The uniform and overall grooming, smartness of their employees helps achieve a professional outlook implying that they mean business and are serious about the choices that their customers make through assists. Baggage counters and security guards also help check foul play and ensure safety.

Process:

From the free delivery of goods purchased for over Rs 1000 to streamlining of the cash counter processes through technological application and more efficient queueing systems in place, Big Bazaar realizes the importance processes play in the sale of merchandize and understands the implications this has on customer retention and satisfaction.

Physical Evidence:

Big Bazaar prominently displays tags/name slips and readouts for all its products and merchandize. This helps in better search and navigation and reduces buyer purchase time, thereby generating more profits. The stocking of goods is done systematically and in proper stacks so as to make them visually appealing. Thus, all this provides an overview on the marketing mix of Big Bazaar.

About Big Bazaar:

Big Bazaar, a household name in shopping in India, is a chain of retail stores, also known as a hypermarket. Catering to every need in a typical family, Big Bazaar has certainly come a long way from its humble beginnings of the launch of three stores in Hyderabad, Kolkata and Bangalore to

Big Bazaar is a chain of discount stores targeting the value conscious segment and has its headquarters in Jogeshwari, Mumbai. Promoted by Kishore Biyani and owned by the Future Group, it has changed the way Indians shop by providing a one stop for all needs kind of a hypermarket chain. Big Bazaar is largely based on the fashion format of selling through retail chains and providing grocery and a whole range of general merchandise, targeting a demographic including young working class and middle class homemakers.

Retail is a fast growing sector in India and has a great deal of economic significance in the context of the India GDP. It has helped boost investments and provided massive job opportunities to Indians.

What is Brand Personality ?

Brand personality is the way a brand speaks and behaves. It means assigning human personality traits/characteristics to a brand so as to achieve differentiation. These characteristics signify brand behaviour through both individuals representing the brand (i.e. it’s employees) as well as through advertising, packaging, etc. When brand image or brand identity is expressed in terms of human traits, it is called brand personality. For instance – Allen Solley brand speaks the personality and makes the individual who wears it stand apart from the crowd. Infosys represents uniqueness, value, and intellectualism.

Brand personality is nothing but personification of brand. A brand is expressed either as a personality who embodies these personality traits (For instance – Shahrukh Khan and Airtel, John Abraham and Castrol) or distinct personality traits (For instance – Dove as honest, feminist and optimist; Hewlett Packard brand represents accomplishment, competency and influence). Brand personality is the result of all the consumer’s experiences with the brand. It is unique and long lasting.

Brand personality must be differentiated from brand image, in sense that, while brand image denote the tangible (physical and functional) benefits and attributes of a brand, brand personality indicates emotional associations of the brand. If brand image is comprehensive brand according to consumers’ opinion, brand personality is that aspect of comprehensive brand which generates it’s emotional character and associations in consumers’ mind.

Brand personality develops brand equity. It sets the brand attitude. It is a key input into the look and feel of any communication or marketing activity by the brand. It helps in gaining thorough knowledge of customers feelings about the brand. Brand personality differentiates among brands specifically when they are alike in many attributes. For instance – Sony versus Panasonic. Brand personality is used to make the brand strategy lively, i.e, to implement brand strategy. Brand personality indicates the kind of relationship a customer has with the brand. It is a means by which a customer communicates his own identity.

Brand personality and celebrity should supplement each other. Trustworthy celebrity ensures immediate awareness, acceptability and optimism towards the brand. This will influence consumers’ purchase decision and also create brand loyalty. For instance – Bollywood actress Priyanka Chopra is brand ambassador for J.Hampstead, international line of premium shirts.

Brand personality not only includes the personality features/characteristics, but also the demographic features like age, gender or class and psychographic features. Personality traits are what the brand exists for.

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Articales from http://www.managementstudyguide.com

1st Half of the Year sales is Over! What’s Next?

First Half of the Year is Over!

Steps to take to Ensure Success

It’s a wrap.  But everything must continue to move forward with increased levels of urgency. In many situations cash flow is tighter, pipelines have been impacted and sales cycles have grown longer.  That’s the reality, but as sales leaders and executives we need to take this week to reflect on the first half: “what went better than expected, what things didn’t work?”  Actions that need to be taken this week:

(A) Hold a 2 hour sales meeting with your entire team to: 1) brainstorm on what needs to happened to have a successful 2017, 2) each salesperson must report on their first half achievements and what personal commitments (sales, personal and professional) they are making for the second half and 3) how they will help the entire company to be successful.

(B) Next make sure your 6- month marketing calendar is completed with the necessary levels of activities to generate pipeline values.

(C) Complete your next 90 day sales training plan.  Then write out your personal vision and commitment statement for the next six months.  This paragraph should describe your objectives and goals and add a personal sentence or two that describes what you will commit to from a leadership position.

(D) Make sure you have an end of year sales contest set and announce it soon.

(E) Re-read all my past blogs for other idea’s that will propel your sales organization.

Summer is also a good time to improve your professionalism but creating your own Sales Management Training plan.  Something new is available to help you position your organization for growth, Acumen’s online Sales Leadership training program. You have access to our video library and value content that covers:

• Sales leadership and Sales Management
• Building a Sales Culture
• Sales Compensation
• Sales Management Systems that Build Predictable Revenue
• Interview and Recruiting for High Performance

Take each course separately or take the entire line of courseware, check it out: https://www.salesgravy.com/online-sales-training/course_category/8

Let me know what other actions everyone could do to increase their success rate!

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 19 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

Ken was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers. His blog has been rated in the sales blogs in the world!

Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services, boot camps and products designed to improve business performance.  Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders

door to door sales agent in Pune

door to door sales agent in mumbai

Personal selling , Corporate Retail Branding, brand Promotion, sales,

B 2 B Brand promotion, Experiential marketing, Competency

Face to Face Marketing and Door to Door Marketing 

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household, face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing we rely on our skills and persuasive abilities. During the period where we get to interact with the client face to face we get more chance to pass across edible information which would be useful to all our customers at that time and it’s also an opportunity for us to get feedback and to gauge your opinion about our business.

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Marketing agencies in Kasba Peth

It’s Da “BOM”! How a “bill of materials” makes sales enablement content more readily available to reps

For as long as there has been product marketing, there have been launch kits, from glossy brochures and multi-page spec sheets to the infamous tech-heavy “product deck.” These assets help your reps talk fluently about your products…but not much else. That’s why Wipro’s Thierry van Herwijnen believes the standard launch checklist needs a rethink, and companies need to start investing in knowledge management—which is part of the overall sales enablement organization at Wipro.

One reason necessitating the investment in better management of sales enablement assets? Deals are already complex, and they’re getting more so. Van Herwijnen noted there are 11 different touch points for reps before a decision is made, and their sales cycles last between six months and two years. What’s more, 6.4 stakeholders are involved in their buying decisions.

To face these realities, he said Wipro had to develop a vision around knowledge management—one that would ultimately equip sales teams with the range of messages, insights and tools they need to have winning sales conversations.

By moving toward a more predictable model for their “bill of materials” (a.k.a. “BOM”), Wipro has made their enablement content more readily available to reps right from their sales portal. This has helped the company overcome some major sales enablement challenges, such as lack of consistency in content, limited accountability and measurement, and limited governance.

By making the jump from knowledge to wisdom with knowledge management, van Herwijnen says Wipro has made strides in the following areas of their sales enablement program:

Sales content optimization and governance

Adoption and messaging supply chain optimization

Sales insights delivery

Alignment between sales and marketing

Social selling participation and buy-in

Corporate Visions was instrumental in improving this process, according to van Herwijnen. Corporate Visions worked with Wipro and conducted a sample audit looking at all current assets, recommended improvements, and established a baseline message to help reinforce message consistency. Wipro also took advantage of Corporate Visions templates to help them seamlessly incorporate messaging from its Conversation Roadmap into its sales enablement assets.

door to door sales agent in Pune

door to door sales agent in mumbai

Personal selling , Corporate Retail Branding, brand Promotion, sales,

B 2 B Brand promotion, Experiential marketing, Competency

Face to Face Marketing and Door to Door Marketing 

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household, face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing we rely on our skills and persuasive abilities. During the period where we get to interact with the client face to face we get more chance to pass across edible information which would be useful to all our customers at that time and it’s also an opportunity for us to get feedback and to gauge your opinion about our business.

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

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Big Bazaar Marketing Mix

Marketing Mix of Big Bazaar analyses the brand/company which covers 4Ps (Product, Price, Place, Promotion) and explains the business & marketing strategies of Big Bazaar.

Let us start the Big Bazaar Marketing Mix:

Product:

The product in the marketing mix of Big Bazaar can be classified into the following categories – Apparels, Food, Farm Produce, Home and Personal Care and Chill Station. Apparels usually comprise denims and T shirts, fabrics and cut pieces, casual clothing, party clothing, ethnics wear, accessories, under garments, dress materials, sarees and the likes. Big Bazaar offers food which comprises ready to eats, ready to cook packages, spices, chilled drinks, tea and coffee etc. Farm products include vegetables, fruits, dairy products and imported fruits/vegetables and luxury fruits. Chill stations are at Big Bazaar offering soft drinks, packages juices, milk and milk products, frozen foods and ice creams. Home and personal care include detergents, soaps, creams, deodorants, plastic products and crockery. Other than these Big Bazaar also offers Electronics, Fashion and Jewellery items and Kids and Child products.

Image: Wikimedia

Price:

Big Bazaar has always endeavoured to strike a good balance between profitability and value pricing of its products. Since major target audiences for Big Bazaar comprises middle class homemakers, value for money and competitive pricing is the strategy adopted. This in conjunction with multiple offers, sales, special discounts, season offs etc make purchasing from Big Bazaar lucrative. Besides this Big Bazaar also offers certain goods at low interest rates and uses psychological model of pricing as well as differential and bundling price strategies. Hence, the pricing strategy in the marketing mix of Big Bazaar is not solely dependent upon competition and regulatory authorities.

Place:

Big Bazaar’s strategy of correctly identifying areas which have high potential development and growing purchasing power and invests in real estate for the opening of their retail stores. These are usually areas high in population and traffic movement. Their Express format has an area of roughly 15-18000 square feet, their hypermarkets usually have an area of 40-45000 square feet while the super centres have upto 1 lakh square feet. Big Bazaar currently have 100+ stores spread across 34 cities. There are plans of expanding stores to other tier 2 cities with an infusion of Rs 350 crore

Promotion:

Big Bazaar is known for promoting its products in very catchy, easy to remember ways using memorable punchlines. For below the line promotion, they offer discounts and coupons along with money back guarantees and several exchange offers. For Above the line promotion Big Bazaar run advertising campaigns on television and radio while also publishing print ads in newspapers and magazines, besides online promotion. Hence the promotional strategy in the marketing mix of Big Bazaar is mostly a 360 branding technique.

Since this is a service marketing brand, here are the other three Ps to make it the 7Ps marketing mix of Big Bazaar.

People:

Very well trained and knowledgeable staff assists people in purchasing the right things which Big bazaar has in spades (roughly 10,000 employees). The people strategy in the marketing of Big Bazaar is primarily having the right people trained in the right way to serve the customers. The uniform and overall grooming, smartness of their employees helps achieve a professional outlook implying that they mean business and are serious about the choices that their customers make through assists. Baggage counters and security guards also help check foul play and ensure safety.

Process:

From the free delivery of goods purchased for over Rs 1000 to streamlining of the cash counter processes through technological application and more efficient queueing systems in place, Big Bazaar realizes the importance processes play in the sale of merchandize and understands the implications this has on customer retention and satisfaction.

Physical Evidence:

Big Bazaar prominently displays tags/name slips and readouts for all its products and merchandize. This helps in better search and navigation and reduces buyer purchase time, thereby generating more profits. The stocking of goods is done systematically and in proper stacks so as to make them visually appealing. Thus, all this provides an overview on the marketing mix of Big Bazaar.

About Big Bazaar:

Big Bazaar, a household name in shopping in India, is a chain of retail stores, also known as a hypermarket. Catering to every need in a typical family, Big Bazaar has certainly come a long way from its humble beginnings of the launch of three stores in Hyderabad, Kolkata and Bangalore to

Big Bazaar is a chain of discount stores targeting the value conscious segment and has its headquarters in Jogeshwari, Mumbai. Promoted by Kishore Biyani and owned by the Future Group, it has changed the way Indians shop by providing a one stop for all needs kind of a hypermarket chain. Big Bazaar is largely based on the fashion format of selling through retail chains and providing grocery and a whole range of general merchandise, targeting a demographic including young working class and middle class homemakers.

Retail is a fast growing sector in India and has a great deal of economic significance in the context of the India GDP. It has helped boost investments and provided massive job opportunities to Indians.

What is Brand Personality ?

Brand personality is the way a brand speaks and behaves. It means assigning human personality traits/characteristics to a brand so as to achieve differentiation. These characteristics signify brand behaviour through both individuals representing the brand (i.e. it’s employees) as well as through advertising, packaging, etc. When brand image or brand identity is expressed in terms of human traits, it is called brand personality. For instance – Allen Solley brand speaks the personality and makes the individual who wears it stand apart from the crowd. Infosys represents uniqueness, value, and intellectualism.

Brand personality is nothing but personification of brand. A brand is expressed either as a personality who embodies these personality traits (For instance – Shahrukh Khan and Airtel, John Abraham and Castrol) or distinct personality traits (For instance – Dove as honest, feminist and optimist; Hewlett Packard brand represents accomplishment, competency and influence). Brand personality is the result of all the consumer’s experiences with the brand. It is unique and long lasting.

Brand personality must be differentiated from brand image, in sense that, while brand image denote the tangible (physical and functional) benefits and attributes of a brand, brand personality indicates emotional associations of the brand. If brand image is comprehensive brand according to consumers’ opinion, brand personality is that aspect of comprehensive brand which generates it’s emotional character and associations in consumers’ mind.

Brand personality develops brand equity. It sets the brand attitude. It is a key input into the look and feel of any communication or marketing activity by the brand. It helps in gaining thorough knowledge of customers feelings about the brand. Brand personality differentiates among brands specifically when they are alike in many attributes. For instance – Sony versus Panasonic. Brand personality is used to make the brand strategy lively, i.e, to implement brand strategy. Brand personality indicates the kind of relationship a customer has with the brand. It is a means by which a customer communicates his own identity.

Brand personality and celebrity should supplement each other. Trustworthy celebrity ensures immediate awareness, acceptability and optimism towards the brand. This will influence consumers’ purchase decision and also create brand loyalty. For instance – Bollywood actress Priyanka Chopra is brand ambassador for J.Hampstead, international line of premium shirts.

Brand personality not only includes the personality features/characteristics, but also the demographic features like age, gender or class and psychographic features. Personality traits are what the brand exists for.

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Articales from http://www.managementstudyguide.com

1st Half of the Year sales is Over! What’s Next?

First Half of the Year is Over!

Steps to take to Ensure Success

It’s a wrap.  But everything must continue to move forward with increased levels of urgency. In many situations cash flow is tighter, pipelines have been impacted and sales cycles have grown longer.  That’s the reality, but as sales leaders and executives we need to take this week to reflect on the first half: “what went better than expected, what things didn’t work?”  Actions that need to be taken this week:

(A) Hold a 2 hour sales meeting with your entire team to: 1) brainstorm on what needs to happened to have a successful 2017, 2) each salesperson must report on their first half achievements and what personal commitments (sales, personal and professional) they are making for the second half and 3) how they will help the entire company to be successful.

(B) Next make sure your 6- month marketing calendar is completed with the necessary levels of activities to generate pipeline values.

(C) Complete your next 90 day sales training plan.  Then write out your personal vision and commitment statement for the next six months.  This paragraph should describe your objectives and goals and add a personal sentence or two that describes what you will commit to from a leadership position.

(D) Make sure you have an end of year sales contest set and announce it soon.

(E) Re-read all my past blogs for other idea’s that will propel your sales organization.

Summer is also a good time to improve your professionalism but creating your own Sales Management Training plan.  Something new is available to help you position your organization for growth, Acumen’s online Sales Leadership training program. You have access to our video library and value content that covers:

• Sales leadership and Sales Management
• Building a Sales Culture
• Sales Compensation
• Sales Management Systems that Build Predictable Revenue
• Interview and Recruiting for High Performance

Take each course separately or take the entire line of courseware, check it out: https://www.salesgravy.com/online-sales-training/course_category/8

Let me know what other actions everyone could do to increase their success rate!

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 19 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

Ken was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers. His blog has been rated in the sales blogs in the world!

Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services, boot camps and products designed to improve business performance.  Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders

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Personal selling , Corporate Retail Branding, brand Promotion, sales,

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