Praktische Vaardigheden Ontwikkelen Sales Techniques | Page 60

Sales Force Automation Computers in Selling 85% of the sales force will become automated in the nineties The Virtual Office is carried on a computer The Impact of Technology Tools o o Personal Productivity o o o o o Improved Communication o Transactional Processing o o o o o o o Product Positioning o o o o o Integrated Marketing o o o Databases o Laptops Pen based computers & Palmtops Contact Management Software Mapping programs and GPS Calendar and scheduling Geodemographic segmentation Smart Card Reader E mail Internet and videoconferencing Telecommuting Electronic data interchange for order processing Corporate contact management Online databases for ordering Marketing strategy built around benefits important to customers. Emphasis on service Focusing on the few attributes that really set you apart means you can’t be all things to all people. Keep an eye on how your competitors are positioning themselves. Positioning: The Battle for Your Mind A computer system that coordinates the marketing elements and provides feedback for measurement. Using computer databases to coordinate all marketing function Combining demographic characteristics with geographic variables to develop clusters of similar individuals. Modules within a firm use common information to deliver communications tailored to the market needs Account management software facilitates relationship selling because it allows salespeople to match corporate capabilities against the needs of the customer. a collection of related records or transactions. storing customer and prospect information on a computer.