This website uses cookies to ensure you have the best experience. Learn more

Sales Relationship Essay

1018 words - 5 pages

Sales Relationships
How would you define a sales relationship? Sales relationships are about building long-term relationships with customers and the process does not happen overnight. Sales relationships can be built by reaching out to customers, offering rewards and incentives to come back to the company to purchase more products, and offering the type of customer service that customers love to receive. This paper will discuss sales relationships and compare and contrast the cost of customer retention verses customer acquisition.
Business-to-Business Retention and Acquisition
Business to business sales can be astronomical. An example of a business to business transaction is a small ...view middle of the document...

Since most of Sam’s Club business comes from small businesses the organizations desire to keep those businesses coming back is very important to Sam’s Club. In order to retain customers Sam’s Club will send out flyers on a monthly basis of new products and sales available in the store. Small businesses are allowed to receive a higher discount off of products if they hold business accounts. In turn, Sam’s Club will charge an annual fee to small businesses in order for that business to shop at Sam’s Club. The idea is somewhat ingenious. Customers are generally very loyal to Sam’s Club because they offer such a unique package and ability to purchase items that would be very hard to come by in small cities.
On another note, is customer retention the right route for Sam’s Club or is customer acquisition better? Customer retention means being able to keep loyal customers that shop at Sam’s Club on a daily basis. On the other hand, customer acquisition is the idea of bringing in new customers or prospecting for new customers. Is the cost of keeping customers at Sam’s Club worth the risk? Keeping customers loyal to company’s like Sam’s Club is an advertisement a very unique genre. If the customer sees something that is worth telling other businesses about loyal customers can in turn bring in new customers. Therefore, in a business-to-business environment customer retention is often more important that customer acquisition.
Business-to-Consumer Retention and Acquisition
Businesses to consumer transactions are more unpredictable than business to business transactions. Businesses are unable to predict if a customer is going to come back and purchase more items. This is especially true at specialty stores such as swimming pool stores or shoe stores. This is why customer retention and customer acquisition is equally important to in a business to consumer relationship. Business can spend half the cost on retaining customers by offering excellent customer service, loyal customer...

Other Papers Like Sales Relationship

Conflict Between Marketing And Selling Essay

2518 words - 11 pages Literature Review Essay Relationship between ‘Marketing’ and ‘sales’ in B2B organizations Introduction Within a ‘Business to Business’ organization, relations between sales and marketing are often dysfunctional meaning they do not always operate properly or as they should (Kotler, Rackham & Krishnaswamy, 2006). One of the key goals of a business is to make profits, which is done by making sales, which only happens by providing a product

Business Process Overview Essay

1462 words - 6 pages experienced, resulting in an efficient sales process and a well-established relationship between Trover and its customers. Unlike the two competitors in the United States, most of Trover’s customers are returning customers, and its new customers are referred by their friends who are Trover’s previous customers. In addition, the CEO, the Sales Manager, and the Marketing Manager are well coordinated, making the sales process run smoothly and efficiently

Workforce Planning: Having the Right People at the Right Place, Time and Right Skills and Competencies

1166 words - 5 pages relate to his Sales Reps. Also, that promotion shows me that he has worked hard and can achieve positive results. His aggressiveness and ability to close deals will benefit the company in obtaining new clients in the health care industry. Shane is not a long-term relationship person, however, that job can be left up to his Sales Reps once Shane closes the deals. Should problems arise with a customer, they can be directed to the Sales Rep and the

Objectives of Personal Selling

3238 words - 13 pages have included greater emphasis on quality levels in product and service output, faster communication channels and more educated, skilled employee base. The relationship between sales people and customer is changing faster than sales orders can be processed. Most remarkable is the fact that it is customers who are driving change. They are asking for, if not demanding better service from vendors. The shift has radically changed the way selling is

Training and Mentoring

1458 words - 6 pages team to properly handle customer needs’ in an efficient and effective manner. The training and mentor program will consist of an 8-week training course that will include interactive workshops, peer-review with assigned mentors, oral and multimedia presentations, as well as team building and client relationship seminars. The training and mentoring schedule is as follow: Week 1. Members of the sales team will learn background information on

Quaker Steel

1357 words - 6 pages them. This situation complicated to a certain extent the relationship between the product management groups and the sales force as can be inferred from the fact that the titanium DSM in Chicago had to report to two bosses (p5). * Sales force’s lack of adaptation: Sales representatives were assigned to accounts based on experience and usually had tough time cracking big accounts. This was in part due to lack of backing from the technical

Neb Instructions

638 words - 3 pages . NEB minimum and target objectives for the first five years of the NEB/MBC relationship are as follows (based on NEBís market research): Products Sales Plan (¥ millions) | Year 1 | Year 2 | Year 3 | Year 4 | Year 5 | Minimum Sales | 100 | 400 | 700 | 1,000 | 1,300 | Target Sales | 500 | 1,000 | 2,000 | 4,500 | 7,500 | ìBest Caseî Sales | 800 | 2,000 | 4,500 | 7,500 | 11,000 | NEB wishes to protect its international market sales

Us Pharmaceuticals of Korea

3431 words - 14 pages Contents About the Authors Preface to the Second Edition Preface to the First Edition Acknowledgements Brief Contents 1. Introduction to Sales and Distribution Management Introduction 1 Evolution of Sales Management 1 What is Sales Management? 2 Nature and Importance of Sales Management 2 Relationship Selling 3 Varying Sales Responsibilities/Sales Positions 4 Importance of Personal Selling and Sales Management 4 Role and Skills of Modern

Alto Chemicals Europe (Ar)

912 words - 4 pages Leading Org. Culture & Change Case 4: Alto Chemicals Europe (AR) 1. At the time of Graaff’s appointment, how good a job do you think the sales force was doing? The ACE’s headquarters organization was by product group and the subsidiaries was by function. The interaction could be best described as a matrix relationship. In that case there was a dual sources of influence on product and subsidiary management. Stabilizers had experienced an

Kmsr - Chapter 1

1312 words - 6 pages - OPERATIONS JOSEPHINE L. TAN-CORREA VP - OPERATIONS SERVICE DEPARTMENT JOEY LUNA DEPARTMENT HEAD BONG SENIOR SA SERVICE DEPARTMENT JOEY LUNA DEPARTMENT HEAD BONG SENIOR SA SALES DEPARTMENT MIAH NAVAL DEPARTMENT HEAD AVA SENIOR SALES EXECUTIVE ADRIAN SENIOR SALES EXECUTIVE THET SENIOR SALES EXECUTIVE NIKKO SENIOR SALES EXECUTIVE MJ SENIOR SALES EXECUTIVE LYN SENIOR SALES EXECUTIVE REGZ JUNIOR SALES EXECUTIVE

Body Shop

1056 words - 5 pages 1. The forecast of the financial statements for Body Shop in the period  2002-2004  is developed based on the the historical data in Body Shop financial report in the last three years (1999-2001). From 2002 to 2004, the income statement and balance sheet is conducted using the percentage-of-sales method which initially forecasts firm’s sales then estimates all other accounts based on its relationship with sales. There are many assumptions which

Related Essays

Research. Sales Relationship Paper

1119 words - 5 pages Sales Relationship Paper Cameron Miller MKT/445 8/6/2012 Introduction Companies have realized that they require more analysis of campaigns and need to compute and manage return on marketing investment. In addition to this, companies have become aware with the need to justify and line up the cost of serving customers with the value rendered by the relationships. Due to this consideration of cost of customer retention and cost of

The Relationship Between Gasoline Sales And Vehicles Miles Of Travel

1581 words - 7 pages The Relationship Between Gasoline Sales and Vehicles Miles of Travel Rufat Rahmanov Quantitative Research Methods (EC 315) Professor Kathleen Vinlove October 7, 2008 Park University Purpose Statement and Model I have chosen this particular model for research paper because I am a business major. At the present time world economy faces the situation of the high petroleum prices. Thus, the understanding of what factors and how they

Mother Dairy Essay

547 words - 3 pages knowledge of competitive environment 4. Marketing Coordination 5. Managing and building relationship with the distributors Sales officer/Executive: There are 10-15 sales officers working under each ASM and their responsibilities are as follows: 1. The distributor sales men are directly managed by him 2. He tackles the issues of the point of sales or retailers 3. He takes care of the supply , primary and secondary distribution

Case Study Avaya

590 words - 3 pages progress starts from pre-sale to post-sale. The company has to offer values to customer, not just products or services. 3. What should the role of sales be in the firm? The roles of sales is to focus on identifying leads, delivering qualified leads, closing the leads, and building a relationship and trust with customers. In this case, the Sales have their own marketing team, going beyond the scope of what they should do. This overlap causes