Have you ever thought what is the real definition of sales?
Actually sales is a much misunderstood field.
Most people think that the main task of most of the salespeople is to get customers to purchase their products/service. Therefore, many have developed the perception that salespeople must be extremely aggressive, persuasive and are interested in only one thing – making a sale.
But, I think it might be a narrow-minded way to think that making the sale is all salespeople can actually do. The truth is, they usually contribute to the marketing field in many other ways. For instance, the sales force is a key provider of market information since they are directly involved with customers on a daily basis. This level of contact can directly benefit those who in charge of product marketing by giving them important details on what is happening in the market.
Companies also are aware of that having a sales force who is only interested in making the sale may not always be good for their business as well. Why? Because for many buyers can only contact with a company may be through the salesperson. Therefore a customer’s perception of a salesperson is also their perception of the company which the salespeople come from. Any negative feelings they have toward a salesperson may also be the attitude they have about the company. For customers, as we all know, the salespeople are the representatives for the company, the most direct way to get the perception for a company is cultivated during the course when they get touched with the salespeople, unless the companies are quite well known like Nokia, Sony Ericsson etc.
In despite of different salespeople perform for a company, many people still equate sales success with the ability salespeople have to motivate customers to make a purchase.
But real marketing is much more than this.
What is Marketing?
We often hear about marketing, but what is marketing? There are so many definitions that it is even make us confused. We hear about sales, advertising, public relations and marketing. Is there a difference? Yes, there is a difference and when this difference is understood well, it’s easier to understand what tasks should be handled by specific roles within the company. Good marketing is critical to the success of any business and understanding what it is will help your business get started on the right foot.
Why Marketing is Worth
Many companies view marketing as an great expense. The fact is when you understand its importance in growing a business, then it should be considered as an investment. Marketing is crucial when it comes to gaining the attention of prospective consumers, developing products or service demand and turning those prospective consumers into real customers.
Effective marketing is about getting products/services in front of the consumer where they will notice it and be attracted to it.
Marketing a Service
Marketing a service is different and much more difficult than marketing a product. There are some things you need to consider about and different steps should be taken in order to help the consumers feel comfortable.
Marketing a service is more difficult than marketing a tangible product. The following as being characteristic of services:
• The service cannot be touched, felt or viewed, so it is difficult for clients to tell what they will be getting, this will make them feel unsafe;
• The service is being produced at the same time that the client is receiving it;
• Unused capacity cannot be stored for future use. For example, spare seats on one plane cannot be transferred to the next flight, so can not be anticipated
• Services ALWAYS involve different people, and people are all different. There is a quite a large possibility that the same enquiry would be answered differently by different people (or even by the same person at different times). It is important to minimize the differences in performance.