What is sales? Characteristics, roles and forms of sales
Sales is a core activity in business, playing an important role in connecting products and services with customers. To be successful, you need to understand the concept of sales , the necessary sales skills , and how to build an effective sales process .
What is sales?
Understanding the concept of sales is the first step to optimizing business operations. Sales is not only about providing products but also the art of meeting customer needs.
On the economic side
Sales is the process of transferring ownership of a product from the seller to the buyer, helping to realize the value of the goods through the exchange of money or assets of equivalent value.
Commercial aspects
From a business perspective , merchandising is a vital part of the supply chain, helping sellers achieve profits and buyers access the right products.
Aspect is the function of product consumption
In business, sales plays a role in product consumption , connecting production activities with the market, ensuring goods reach consumers effectively.
Characteristics of sales
Sales is an essential activity, closely linked to the circulation of goods on the market. It has outstanding characteristics such as value exchange, proactively seeking customers and acting as an intermediary between production and consumption.
- Exchange of value: Products or services are exchanged for money or something of value.
- Requires communication and persuasion skills: Sellers need to introduce products, create trust and convince customers.
- Occurs in a competitive environment: To be successful, sellers must optimize their strategies to outperform their competitors.
The role of sales activities
Sales activities not only help businesses generate revenue but also promote the economy and serve social needs. It creates a close relationship between businesses and customers.
Sales revenue is the lifeblood of a business, providing financial resources to expand production, invest and compete.
Selling is not only about exchanging products but also about building trust and long-term relationships with customers.
Sales activities create jobs, promote production and increase purchasing power, contributing directly to economic development.
Sales help distribute goods and services to consumers, meet essential needs and improve quality of life.
Sales Classification
Sales classification helps you understand each type to apply appropriately in your business. Each type has its own characteristics and implementation methods.
1. Retail
Delivering products directly to the end consumer, usually through channels such as supermarkets, stores or online.
2. Direct sales
Sellers meet customers to introduce and sell products without going through an intermediary.
3. Online sales
Through the internet and digital platforms, online sales are increasingly popular due to their convenience and wide accessibility.
4. B2B Sales
Business-to-business sales model, focusing on high volume transactions and long-term contracts.
Popular forms of sales today
Sales activities are carried out through many different forms, from wholesale, retail to online channels. Each form has its own advantages and disadvantages, suitable for each type of product and customer target.
1. Wholesale form
- Through agents: Intermediaries do not own goods but help businesses expand their markets.
- Through trade fairs: Opportunity to introduce products and reach potential customers.
2. Retail form
- Traditional: Through physical stores.
- Self-service: Customers choose and pay without assistance from staff.
- Through vending machines: Convenient, especially in public areas.
3. Online sales form
Online sales channels are growing strongly, taking advantage of e-commerce platforms and social networks such as Tiktok , Facebook , Shopee , helping to reach customers quickly and save operating costs.
Effective sales process
To be successful, the sales process needs to be well designed with clear steps, from prospecting to after-sales care.
Step 1: Search and classify potential customers
Identify target audiences and segment customers based on needs, behaviors, and affordability.
Step 2: Find out customer needs
Listen and ask questions to understand the customer's problems and desires.
Step 3: Convince customers to buy
Present products in a convincing manner, emphasizing benefits that match customer needs.
Step 4: Close the order
Seize the moment to encourage customers to make a purchase decision.
Step 5: After-sales customer care
Stay in touch, solve problems and build customer loyalty.
Factors affecting the sales process
The sales process is influenced by many different factors, from the economic environment to the quality of the product and the skills of the salesperson.
1. Objective factors
- Macroeconomics: Affects consumer purchasing power.
- Competition: Creates pressure and opportunities for sellers to optimize strategies.
2. Subjective factors
- Product quality: The decisive factor in customer trust.
- Sales Skills: Effective communication, negotiation and persuasion are the keys to success.
Sales skills needed to increase revenue effectively
Sales skills not only help you convince customers but also ensure long-term relationships.
- Persuasion and negotiation skills: Convince customers about product value, while achieving maximum benefits for the business.
- Closing Skills: Seize the moment and use persuasive language to close the deal.
Sales is not just a job, but also the art of building relationships and creating value. By understanding the concept of sales , developing the necessary skills and building a reasonable process, you will be able to achieve sustainable success in this field.
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