Summary
The sales around the history are different stages, good sales in small and medium-sized companies guarantee proximity to the client, adapting to the needs and satisfaction they seek when acquiring a product or service, in the same way that it allows us to know closer to the change in consumer tastes and preferences.
The importance of sales in companies
introduction
This essay takes into account how important sales are today, the great impact they have on an organization, we will talk about the types of sales that exist, these facilitate the durability of the company over time, sales they are the pillar of any organization, without sales there is no income and without income there is no organization. We can understand that marketing together with sales make a unique mix, this has been very useful for organizations, you can put an effort to marketing so that sales go up, without good marketing there will be less income, it should be taken into account has a good marketing plan for each product or service that will be provided so that they can survive in a good way in the market.
2. Background
Sales throughout history have been an important pillar, since thanks to it the words such as bargain, cheapen, discount or badly sell, which are commonly used in tianguis, commercial premises, groceries, among others, are beginning to be known, due to that a negotiation is generated between the seller and the customer. Although at the end of the negotiation according to the theory it says that the two parties must win but in real life only one party wins, being the smarter.
Sales is the main activity carried out in all sectors, there is always something to sell. But before making a sale, a negotiation is needed, it can be given from less to greater intensity, everything will depend on the value of the item or service.
"… Currently, there are more than 5 million SMEs that represent 90% of the Mexican private sector." (Maksymiv, 2010)
SMEs are the main ones to apply this activity, representing 90%, a clear example is the company BACHOCO, which reported net wholesale profit in the second quarter of 2012, being the company that registered the highest level of sales in history, in Mexico, according to the following data:
“Bachoco's sales increased 23.7% compared to the first quarter of last year, reaching approximately US $ 440 million. Operating profit increased 102.5% in the first quarter, reaching nearly US $ 37 million ”(Food Industry for American food processors, 2012)
3. Development
What are sales?
“It is exchange of products and services for money. From the legal point of view, it is about the transfer of the right of possession of an asset, in exchange for money. From the accounting and financial point of view, the sale is the total amount charged for products or services provided. " (Heller)
That is, sales are made with two main characters, a seller and a consumer who exchanges a product of the same value, currently this being the traditional way, however there are different types, which are mentioned below:
- “Direct sales: involve direct contact between buyer and seller (retail sales, door-to-door sales, social selling). Industrial sales: sales from one company to another. Indirect sales: a contact occurs, but not in person (telemarketing, mail). Electronic sales: via the Internet (B2B, B2C, C2C). Intermediated sales: through brokers. " (Hirschhaut H.)
Currently companies are opting for the type of indirect sale since everything is based on technology, with consumers having in their hands the power to choose the best offer they give them, because they can consult different pages, having the advantage to be able to consult with the direct provider.
Sales that are made today demand more from salespeople, and they must have certain negotiation skills. Taking into account the following:
“… It is the process by which two, or more parties, meet to discuss or establish a contract, define the guidelines of an employment relationship, buy or sell a product or service, resolve differences, establish costs, structure a work plan, formulate a schedule, among other activities. " (Degerencia.com)
Although from the previous concept of negotiation, related to sales means that there are two or more parties that meet to discuss the purchase or sale of a product or service.
The negotiation can benefit both parties, both the seller and the consumer (client), this will depend on how the negotiation develops, the environment and the knowledge that the parties have about the product or service to be sold. However, as mentioned above, one party will benefit more than the other.
Here are some recommendations for a successful negotiation:
- "Know well and accurately the matter to be negotiated. Be aware of the policies and regulations that may affect the object of negotiation. Cooperate as much as possible with the other party. Be flexible, accept changes and opposing points of view. Resolve conflicts. and use dialogue as an alternative. Be understandable when negotiating face to face. " (Degerencia.com)
Sales encompass a myriad of topics which we will cover below, how marketing influences sales.
3.1 Sales with Marketing
Thanks to marketing, sales have been able to increase profits, helping large companies, attacking different areas such as feelings, health, the economy, among others, using advertisements, commercials, spots, and flyers as tools.
How does marketing help sales?
It helps to know in which places are the best strategically to sell either due to the transit of people or because of costs, it also helps to know how the product will be received by consumers. In simple words, marketing is the part where it is planned and sales is the operational part that carries out the marketing plan.
Having a good marketing plan can achieve wonders but we should not always think about being right because the clients themselves do not know what they want, and advertisements are used believing they are right.
Sales processes can be complex or simple and are adapted to both small and large companies. In small companies the processes are simpler and more direct.
4. Conclusion
Sales are important since they are the activity carried out in all the sectors that are opting for the type of indirect sale since everything is based on technology, with consumers having in their hands the power to choose the best offer that It can benefit both parties of both the seller and the consumer.
In the same way, sales in marketing have been able to increase profits, helping large companies to know in which places they are the best strategically to sell, either due to the transit of people or due to costs.
That is, sales are made with two main characters, a seller and a consumer who exchanges a product of the same value, whether they are direct sales, indirect sales, and industrial sales, since currently companies are based on technology having a sale hint.
5. Reference
- Degerencia.com. (sf). The negotiation. Retrieved on February 19, 2014, from http://www.degerencia.com/tema/negociacionHeller, ME (sf). degerencia.com. Retrieved February 20, 2014, from sales: http://www.degerencia.com/tema/ventasHirschhaut H., A. (sf). degerencia.com. Retrieved February 20, 2014, from sales: http://www.degerencia.com/tema/ventasIndustria Alimenticia for American food processors. (July 31, 2012). Industrias Bachoco Registered the highest level of sales in history. Retrieved on February 19, 2014, from http: //www.industriaalimenticia.com Maksymiv, N. (April 10, 2010). CNN Expansion. Retrieved on February 19, 2014, from Sales Strategy, key for SMEs:
