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Sales Management Strategies Paper

760 words - 3 pages

University of Phoenix Las ventas es un departamento de mucha importancia en una compañía. Este departamento se relaciona con el departamento de mercadeo. Ambos deben de trabajar unidos para lograr los objetivos no solo de mercadeo sino de la compañía en general. Como parte de su trabajo, el área de ventas tiene que crear estrategias de ventas para poder ayudar a la organización alcanzar sus metas de mercadeo. Es a través de los objetivos de la organización que las estrategias de ventas se organizan. Estos objetivos deben de ser específicos y medibles para así crear un plan de estrategias. Las organizaciones trabajan con distintas estrategias de ventas para lograr sus metas. Las estrategias a usarse dependerán de cuál sea el objetivo y el mercado de cada organización. Algunos factores que van a influir en la estrategia a seguir lo son el tamaño de la cuenta, equipo de ventas y el uso de vendedores independientes entre otros.Una de las estrategias que utilizadas por algunas compañías lo son la gerencia de cuentas estratégicas o "strategic account management" como se le conoce en ingles. Esta estrategia de ventas se útiliza en cuentas que tienen un volumen alto de clientes. Estas cuentas pueden ser con clientes a nivel internacional como clientes en un mercado regional y local. Estas cuentas en general envuelven una cantidad grande de dinero y de comisión para los vendedores. En compras grandes el cliente puede exigir por mejores precios, trato especial y productos costom izados. Estas cuentas en ocasiones son complejas por el gran volumen de compra que se ve en este tipo de transacción. Por la parte del comprador, este se puede involucrado con distintas personas en el proceso de compras. Si la cuenta es una que se da en diferentes áreas geográficas, más de un vendedor se puede ver envuelto. Esto para los compradores se puede convertir en un problema y no es de mucho agrado para ellos. Para el vendedor, las grandes sumas de dinero en estas cuentas pueden atraer a otros ejecutivos de la compañía como al presidente de la misma en las negociaciones de este vendedor con su cliente.Otra estrategia de ventas lo es el uso de equipos de ventas. Un equipo de ventas es un grupo de personas que representan el departamento de ventas y otras áreas funcionales de la...

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