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Assignment task 1: Understand the sales process

AC 1.1 Outline the key stages in the sales process.

The sales process covers several significant stages that can convert potential leads into customers. The steps include the following:

1. Prospecting and Lead Generation: Identifying the potential customers through research and strategies in lead generation. This is the gathering of information concerning the target customers and a lead qualification stage.
2. Approaching and Engaging: initiating the first contact with the potential clients to introduce the product or service. This stage involves rapport-building and creating interest.
3. Presenting and Demonstrating: Presenting the product to a customer and demonstrating that it holds value in solving their problem.
4. Handling Objections: Explaining to the customer any questions or concerns they may have to lessen the doubts in order to better drive the point of value from the product or service.
5. Closing the Sale: Finalising a transactional process by guiding the customer to a purchase decision
6. Follow-up and after-sales services: These include follow-up calls and after-sales support, two vital activities for maintaining a positive relationship.

AC 1.2 Explain how sales link to marketing within the workplace.

More together, sales and marketing functions are closely related to supporting activities of the business:

• Lead Generation: Marketing campaigns create leads through advertisements, social media, and promotions that the sales teams convert into customers.
• Brand Awareness and Customer Reach: Marketing creates brand awareness and reaches a large audience, therefore helping open the doors for the sales team to engage with the customers.
• Messaging and Positioning: Marketing develops the messaging strategy for the product or service being marketed, and sales backs it up with messaging in the marketplace when interacting with customers.

AC 1.3 Describe the difference between push and pull sales strategies.

Push sales strategy: This is a strategy where the product will be pushed to the customer through direct promotion. The sales teams will try to contact all the prospective buyers through cold calls, email marketing, sales pitches, and so on. The idea is to convince the customers proactively to buy.

Pull Sales Strategy: This type of strategy will try to “pull” the customer to the product by branding and marketing awareness, thus creating demand. Simply put, it does not actively promote the product for direct sales but rather aims to create a desire for it so that customers will find it themselves.

Assignment Task 2: Understand the role of the sales team in achieving the organisation’s objectives

AC 2.1 Describe different approaches that can be used to achieve sales objectives.

Many ways to achieve sales targets are there, some of which include the following:

• Customer-centric selling: It focuses on the customer’s needs, and from there comes sales planning. This would increase the chances of a sale and the customer’s sense of trust.
• Consultative Selling: A consultant sells the best solution for a customer’s needs. It increases credibility and leads to long-term relationships.
• Solution Selling: In this, products are brought to the market as solutions to specific problems with which a customer is likely to be dealing. This is a way that focuses on solutions and, thus, highlights the value of the product.

AC 2.2: Explain how the sales targets relate to organisational goals.

The sales targets directly align with the organisational goals because they indicate the revenue and growth that the business wants to achieve. By setting a certain measurable goal for selling, the organisation will track its progress toward financial targets, expansion markets, and customer acquisition. Sales targets continue to result in the success of a general business cycle and assist the organisation in investing in new initiatives, product development, and other growth opportunities.

AC 2.3 Explain the significance of achieving sales targets for organisational goals.

Every business ensures to achieve the set targets for sales toward attaining its organisational goals because:

• Revenue Generation: Sales generate the amount of revenue needed to cover operational costs and fund future projects.
• Market Position: Success in sales helps an organisation secure their place in the market by creating some semblance of loyal customers. It also begins to build a reputation for a business.

Resource Allocation: Sales boosts resource allocation elsewhere in marketing, R&D, and employee development, promoting growth and improvement through a cycle.