Sales strategies must be in tune in the purchase-sale process and adjusted to the customer's needs and thus apply it to the business world (in its meaning of mercantile or industrial society) where, in the common case, the supreme objective It would turn out to be maintaining and growing in the market, the strategy and the application of a focus on customer orientation are vital to grow sales.
The buying and selling process. An indispensable relationship for marketing.
Author: Lic. Jaile Ramón Miranda Roque.
No sales process, like any purchase process, can be said to be an easy task, since it includes all the development of some stages, from the taking of the order by the company, the market study, to shipping and delivery of the merchandise, including in the process a whole series of operations to be carried out and accounted for, as well as the preparation of the necessary documents so that the process is carried out successfully.
This whole process requires qualified and specialized personnel in each of its functions, which could not be carried out without your intervention. But in addition to this, the company requires an organization, an exhaustive control, and an adequate classification and ordering of the documents generated in the process, so that at any time there is easy and direct access to the information generated in the operations carried out..
When we talk about the process of buying and selling a company, we are referring to the entire process from the moment a client requests a certain merchandise from the company until it is invoiced, delivered and paid, including, in addition, the accounting, recording and filing of documentation. originated. For this process, it is important to take into account what said customer needs, for what purpose, and with what budget they have, in order to do a good purchase management in which the customer is satisfied.
But as mentioned above, for them a series of processes that are an inherent part of this relationship are necessary, so the first step to take is hiring, and this is where the parties agree and develop all the future of both purchases and future sales. This is the first basis and I would say that it is one of the most fundamental in commercial management, since once the parties are identified, a consensus is reached on the general conditions of the purchase as well as the obligations of the seller and the buyer, the best prices and payment methods are sought, the claims by both parties regarding a hidden vice or nonconformity in the products purchased, as well as evidencing the quality and guarantee of the products.
It must be borne in mind that in a commercial relationship a buying group and a selling group are great benefits for the company or entity, or the merger of both at the same time where they carry out joint work in order to achieve the mission and vision that is The company proposes, but the relationship between purchase and sales should not be neglected since this intermediate largely defines the activity itself, which we can define as:
"The development of economic processes where accumulations and drainage of inventories occur which do not exceed the real needs of the objectives of the company and are always in adequate use depending on the sale or service provided by a company or entity for the purpose of its subsequent commercialization. ” (Author's own criteria).
Taking into account the aforementioned concept, it is necessary to permanently manage these inventories so that they have a correct rotation and thus do not become classified as slow moving and idle and establish the pathways for their quickest mobilization, including their liquidation., for the negative effects that this represents for the business economy and the marketing process itself, where they are mortgaging and aging their balance.
In the purchase-sale relationship, both buyers and sellers must keep in mind the following terms that are mentioned as an ABC of marketing, so for the purposes of this process it is defined as:
Purchase cycle: action to buy to replace the stocks that guarantee sales cycles or production processes, in correspondence with consumption standards, planned efficiency levels and prior market studies.
Sales cycle: period that elapses from when the good is ready for sale in the marketing network until it is carried out.
Replenishment cycle: inventory coverage that ensures demand satisfaction until receipt of the next period.
Coverage: period in which, with the current inventory, demand satisfaction is ensured.
Inventories: the stock of material resources destined for the entity's consumption (as its own or productive input) or for its commercialization.
Rotation: number of times inventory needs to be renewed to meet demand in a given period, generally for one (1) year.
For managers it is important that they are also informed about the competition, products, customer profile and business planning.
One of the aspects to keep in mind when buying and selling is that inventory is being developed in this process, which is essential for commercialization, which is why the reality of companies shows that you must have an estimate of the demand for goods., products and services in which there must be alternatives that manage to establish a balance between their availability (be it the level of service or commercialization of the entity) so that there is a favorable correlation in the cost-income indicators, and thus do not mortgage inventories, this does not mean that entities engaged in marketing should not have a stock in their inventories, on the contrary, inventory is essential for sale,therefore, said companies or marketers must provide availability in their inventories to ensure the continuity of the processes carried out by it.
A correct inventory management favors the purchase and sale of products since it reduces operating costs and efficiency in the services offered. For a company that wants to stay competitive in the market, sales strategies are essential. Finding a middle ground between the two extremes (buy-sell) and what your public and the company demand is the challenge for truly effective inventory management.
That is why the sales strategies must be in tune in the buying and selling process and adjusted to the client's needs and thus apply it to the business world (in its meaning of mercantile or industrial society) where, in the common of the In cases where the supreme objective would be to maintain and grow in the market, the strategy and the application of a focus on customer orientation are vital to grow sales, which makes it favorable for buying and selling as an essential relationship in marketing.
Bibliographic references.
• Bastida Bonilla, Edwin: Emphasis on logistics and supply chain; Faculty of Engineering: 2010.
• Dr. Berrio Pousa Luis: Marketing or Sales: This is the problem: Magazine
Espacio-Cuba: 2002.
• https: // www.educarm.es Marketing: the buying and selling process. Retrieved on 01/29/2018.
• https://es.wikipedia.org Commerce. Retrieved on 01/29/2018.
• Inventory management: documents in Digital format. 2001
• http://destinonegocio.com How to do an efficient inventory management.
Consulted 02/27/2018
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