Step 5. Expressing the list as a set of specific forms of behavior
Posted: Thu Jan 30, 2025 10:02 am
When analyzing management behavior during real sales, it is necessary to record the characteristics of interaction with clients that the best performers demonstrate.
For example, the item “ask questions that have a strong impact” should now be worded as follows: “ask questions about clients’ business problems.” Even better, if you can be more specific, writing the item as follows: “ask questions about business problems related to expenses for….”
In essence, this list illustrates the conditions under which effective sales occur. When forming the list, it is important to remember that the more detailed and specific the content of the items, the more effective the subsequent analysis will be. This is labor-intensive and painstaking work. It is quite likely that the register will be edited repeatedly.
Step 6. Using the list to find russia email list deviations in the behavior of the analyzed groups of managers
Once the list containing the forms of behavior of specialists with different levels of competence has been adjusted, it can be used as a practical management and control tool.
Comparison of communication scenarios with clients, as well as identification of deviations in the activities of managers, provide an idea of ways to improve sales efficiency.
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients
Frequently Asked Questions about the Sales Model
The formation and implementation of a sales model is the responsibility of marketers.
What are the combinations of sales models by participant type?
There are other combinations of interaction between the three main market participants to build economic relations. Let us give brief explanations:
C2C — consumer to consumer. Quite a popular form of trade nowadays. For example, the number of online platforms where individuals post ads for the sale of a wide variety of goods (services) is growing. The range is quite rich — from real estate to used old things.
C2B — consumer to business. Example: freelance exchanges, where companies post orders, including one-time ones.
C2G — consumer for the state. If an individual pays for parking, he automatically enters into relations with state structures.
G2C — government to citizen. Government agencies provide goods or services to individuals, such as medical care, marriage registration, pension or scholarship payments.
G2B — the state for business. The state can contribute to the revival of commercial activity. For example, the creation of a specialized government procurement service will make it easier for businessmen to find tenders and customers that interest them.
G2G — state to state. Activities at the international level. For example, sending correspondence, providing security services, etc.
What sales models can be distinguished by type of orientation?
According to this criterion, three main sales models are distinguished:
Product-oriented selling. The main condition for making a deal is the availability of the product, as well as its advantages in relation to other products.
Seller-oriented selling. In this form, the salesperson, his qualities and qualifications, experience and the company's image are of decisive importance.
Buyer-oriented selling. The main role is given to the consumer, as well as the conditions under which he is willing to conclude a deal.
For example, the item “ask questions that have a strong impact” should now be worded as follows: “ask questions about clients’ business problems.” Even better, if you can be more specific, writing the item as follows: “ask questions about business problems related to expenses for….”
In essence, this list illustrates the conditions under which effective sales occur. When forming the list, it is important to remember that the more detailed and specific the content of the items, the more effective the subsequent analysis will be. This is labor-intensive and painstaking work. It is quite likely that the register will be edited repeatedly.
Step 6. Using the list to find russia email list deviations in the behavior of the analyzed groups of managers
Once the list containing the forms of behavior of specialists with different levels of competence has been adjusted, it can be used as a practical management and control tool.
Comparison of communication scenarios with clients, as well as identification of deviations in the activities of managers, provide an idea of ways to improve sales efficiency.
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients
Frequently Asked Questions about the Sales Model
The formation and implementation of a sales model is the responsibility of marketers.
What are the combinations of sales models by participant type?
There are other combinations of interaction between the three main market participants to build economic relations. Let us give brief explanations:
C2C — consumer to consumer. Quite a popular form of trade nowadays. For example, the number of online platforms where individuals post ads for the sale of a wide variety of goods (services) is growing. The range is quite rich — from real estate to used old things.
C2B — consumer to business. Example: freelance exchanges, where companies post orders, including one-time ones.
C2G — consumer for the state. If an individual pays for parking, he automatically enters into relations with state structures.
G2C — government to citizen. Government agencies provide goods or services to individuals, such as medical care, marriage registration, pension or scholarship payments.
G2B — the state for business. The state can contribute to the revival of commercial activity. For example, the creation of a specialized government procurement service will make it easier for businessmen to find tenders and customers that interest them.
G2G — state to state. Activities at the international level. For example, sending correspondence, providing security services, etc.
What sales models can be distinguished by type of orientation?
According to this criterion, three main sales models are distinguished:
Product-oriented selling. The main condition for making a deal is the availability of the product, as well as its advantages in relation to other products.
Seller-oriented selling. In this form, the salesperson, his qualities and qualifications, experience and the company's image are of decisive importance.
Buyer-oriented selling. The main role is given to the consumer, as well as the conditions under which he is willing to conclude a deal.