STRATEGY AND MARKETING SALES individuals INDIRECT

Individuals Sales Program

Sales of individuals (personal Selling) is the communication of personal charge of trying to inform consumers about a product and inveigle to buy these products. Sales of individuals is a form of communication that is more appropriate, because the sales the company to ensure individuals in communicating with direct contact with prospective customers that special.


Goals from sales of various individuals is dependent on the role of communication in the integrated long-term prospective consumers find cover, to provide information to potential consumers, coax prospective customers to buy and maintain customer satisfaction through service after sales. To achieve these objectives1.3. Individuals Sales Program

Sales of individuals (personal Selling) is the communication of personal charge of trying to inform consumers about a product and inveigle to buy these products. Sales of individuals is a form of communication that is more appropriate, because the sales the company to ensure individuals in communicating with direct contact with prospective customers that special.
Goals from sales of various individuals is dependent on the role of communication in the integrated long-term prospective consumers find cover, to provide information to potential consumers, coax prospective customers to buy and maintain customer satisfaction through service after sales. To achieve these objectives trade not only skilled in selling, but also must understand the technical characteristics of the product. not only skilled in selling, but also must understand the technical characteristics of the product.
Most companies use trade and many companies entrust their important role as the holder of the mixture of marketing. Trade cluster is very effective to achieve a certain target marketing. Entry based on a survey of the Frontier is a Top Brand in the insurance sector by relying on Java trade approximately 22 thousand people to Bumiputera insurance products are easy to obtain. Nevertheless, they need high cost. Management should give careful thought to plan and develop sources of sales personnel.
Pattern cluster wiraniaga requires decisions about targets, strategy, structure, size and benefits, shown in Figure 1:20. Targets include trade search of new buyers, sales and communication services, information collection, and allocation. goals sales will determine the type of trade that needed to be recruited. Skills trade find new buyers with different skills trade to serve consumers who are already there. Bumiputera raise the sales target in the trade around 32%, or approximately Rp. 4.5 trillion from the goals in 2006 around Rp.3, 4 to 7 trillion with the regional office, the 46 branches of sharia in almost all major cities in Indonesia, the vision and skills to understand trade compliant products for the branch is very necessary.
Strategies are cluster trade mixture of problems and approach the most effective sales (single sales, sales teams and so forth). trade strategy is to the right customer at the right time with the right way. After the type of sales approach is determined, then the company can choose trade directly or by contract.

Trade truss structure is a choice between the settings / organization by region, product, customer or a mix of these options, and determine the size and shape appropriate areas. Strategy cluster trade have impact on the structure of cluster trade. The structure of the region is used when a company sells a line of products in the industry with the end-user customers in many locations. While the structure of the product or market, if the company sells many products on many types of customers.
The size of cluster trade include estimates of the burden of work and the number of working hours and therefore the required number of trade. Trade cluster size is a function of the type used trade, the desired sales targets and interests of individuals in the sales programs that integrated marketing communications. Trade importance of the size of the cluster because the company must balance the cost of which was issued in the sales and income generated.
Trade cluster benefits also include the determination of the level of payment and payment components, such as salaries, commissions, bonuses, allowances and fees. Trade to attract high quality, the company must develop an attractive benefits package.


Source: Philip Kotler and Kevin Keller, Marketing Management, 2006