Sales channels to reach your customers
Selling through retailers, wholesalers and other distributors
Selling through an intermediary may be a more cost-effective way of reaching your end-customers than selling to them directly.
If you are targeting business customers who prefer to deal with large suppliers, selling directly to them may not be a realistic option. Instead, you might aim to supply wholesalers who have existing relationships with those businesses.
If individual consumers buy low value quantities of your products, the best option might be to target retailers that sell similar products. Or you might choose to focus your efforts on a relatively small number of wholesalers who can in turn supply your products to many retailers.
Other distribution channels may also reach your end-customers. For example, technology suppliers often sell to resellers who can configure and install the technology to suit end-users’ particular needs.
Managing your distributors
You need distributors who will value your product. If they sell competing products, what will make them push yours?
FMCG Door to Door Sales Professional
Think about how you set your prices. Distributors will be more enthusiastic if they can make a large profit – but setting too low a price will eat into your own margins.
Effective advertising and promotions can be vital. As well as marketing to the distributor, you can promote your products directly to end-customers. Distributors will be keener to stock and sell products that their customers are asking for.
The key terms of the supply relationship should be covered in a written contract. Key issues might include:
FMCG Door to Door Sales Professional
how much stock the distributor will hold
what the distributor will do to promote your products
how quickly you can resupply and minimum order levels
whether the distributor has exclusive rights to your product (for example, in a particular territory)
what happens if either you or the distributor want to end the relationship
Business ideas, Marketing and sales , promotions and advertising ideas , articles
Learn Social Selling Online
Learn Social Selling Online
brianoconn
Social Selling
September 5, 2017
2 Minutes
Learn social selling online. If you are stuck for time or prefer to learn at your own pace, then The Digital Sales Institute will help train you to become an expert in social selling. No doubting that a digital element touches some part of the sales process and sales is constantly trying to keep up with this changing buyer interaction. We all need more prospects to engage with, and research shows we can spend up to 40% of our time trying to find them. The old reliable cold calling has limited or even zero success. Inbound leads will only get so far in delivering a steady stream of prospects. The result is a large portion of time searching on the social networks to find leads to fill your pipeline. It could be that you are frustrated with the results of your social activity or maybe your efforts are not getting results you had expected or you are paying too much for a sales lead using Google Adwords etc.
In the digitally connected era, The buyers journey has changed. Even B2B BUYERS have adopted consumer-like behaviour. They now conduct their own product research online, they self discover, seek out information via the social channels, and often make purchasing decisions without any or limited sales persons involvement. Those customers who engage with sales people are already 57 percent of the way through the buying process before their first contact. The reality is that the influence of social media on buyers has fundamentally changed the way sales people engage with customers. The way we sell has changed dramatically and will continue to change as digital natives become the major buying force.
The use of social media to generate sales is no longer the exclusive domain of marketers. Its not about pushing out generic sales messages. Its about engaging in social conversations. Its about looking for signals and triggers, connecting and engaging with people.
With over 2.4 billion social media users covering business and consumer, you need to be where the fish are swimming. Did you know that 75% of B2B buyers now use social media to research vendors. While a Harvard study showed that 90% of decision makers say that they never respond to cold calling.
Social selling could be the closest you can get to being a fly on the office wall of your prospects. Learn to find out Where they hang out digitally. What language do they use. How socially active are your prospects. What external content do they share or engage with. There is a glittering treasure trove of social data ready to be used if you know how to tap into it. Let the Digital Sales Institute show you the skills to successfully social sell. Now is the time to transform your sales skills for the digital age.
Social selling is now the fastest growing sales tactic in the sales process, used successfully by thousands of sales people globally. Our course clients for Social Selling Training are seeing increased sales performance, and increased buyer engagement. Working at your own pace, The Digital Sales Institute will guide you to becoming a social selling expert with deep insights into the key aspects of social and digital selling. From social profiles and social purpose, to buyer engagement, through to digital sales expertise, you will acquire the skills to become a social selling expert.
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Published by brianoconn
Online Sales training programs and online sales training courses via The Digital Sales Institute. Passion for helping salespeople succeed in their sales career.
View all posts by brianoconn
Published
September 5, 2017
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