Module 8

Question 1

List the environmental influences:

Answer 1

1. Customers
2. Competitors
3. Ethical and Legal Factors
4. Technology

Question 2

Explain the customers environmental influence:

Answer 2

• Understanding their needs, preferences, and behaviours is essential for successful selling.
• Adapt strategies to cater to different customer segments, develop personalized solutions, and to ensure customer satisfaction and loyalty.

Question 3

Ways consumers can become co-producers:

Answer 3

• Idea generation
• Customization
• Crowdsourcing

Question 4

Explain the competitors environmental influence:

Answer 4

• Be aware of competitors’ products, pricing, and marketing strategies.
• Analyzing strengths and weaknesses of competitors helps identify opportunities for differentiation.

Question 5

Explain the ethical and legal factors environmental influence:

Answer 5

• Adhering to ethical and legal standards helps to maintain the company’s reputation and avoid legal trouble.

Question 6

Explain the technology environmental influence:

Answer 6

• Technology has revolutionized the sales function in recent years.
• Sales teams now have access to various tools and platforms that can improve processes and provide valuable insights.

Question 7

What are the internal forces that drive sales change?

Answer 7

Company strategy and performance challenges.

Question 8

Company Strategy

Answer 8

Changes in company strategy have a profound impact on the sales force.

Question 9

Performance Challenges

Answer 9

Sales teams may encounter challenges due to increased competition, changing customer preferences, or internal inefficiencies.

Question 10

What types of alignment is needed for great marketing and sales performance?

Answer 10

• Alignment with company strategy
• Target market and value proposition
• Sales channel strtategy
• Sales process and customer journey
• Continuous improvement and effectiveness
• Integration of technology
• Flexibility and adaptability

Question 11

What is alignment with company strategy?

Answer 11

The marketing and sales strategy should align with the broader company objectives and goals.

Question 12

What is target market and value proposition?

Answer 12

The company strategy defines the target market and value proposition. Marketing and sales strategies are built around delivering the value proposition to the target customers effectively.

Question 13

What is sales channel strategy?

Answer 13

The company’s strategy influences the choice of sales channels.

Question 14

What is sales process and customer journey?

Answer 14

The marketing and sales strategy outlines the sales process and customer journey. It defines how leads are generated, nurtured, and converted into customers.

Question 15

What is continuous improvement and effectiveness?

Answer 15

In pursuit of greater effectiveness, the sales function is constantly evolving.

Question 16

What is integration of technology?

Answer 16

The company’s strategic vision often includes embracing technology for enhanced efficiency and better customer experiences.

Question 17

What is flexibility and adaptability?

Answer 17

As the business environment evolves, the company’s strategy may need adjustments, and subsequently, the marketing and sales strategies must adapt accordingly.

Question 18

Multi-Channel World

Answer 18

An environment where customers have
numerous options to interact and make purchases through various channels.

Question 19

What is the multi-channel approach?

Answer 19

Companies seamlessly integrate different channels, offering customers a
consistent and cohesive experience across all touchpoints.

Question 20

Omni-Channel Approach

Answer 20

Integrating all sales channels (online, offline, mobile, social media, etc.) into a seamless and cohesive experience.

Question 21

Customer-Centric Focus

Answer 21

Using data and analytics to gain insights into customer journeys and preferences, enabling personalized and relevant interactions.

Question 22

Technology Integration

Answer 22

Embrace technology that supports multi-channel selling.

Question 23

Unified inventory management

Answer 23

Real-time inventory tracking across all channels to maintain accurate stock levels and ensures customers can access products when and where they want.

Question 24

Consistent Messaging and Branding

Answer 24

The sales message and brand identity must remain consistent to help build trust and strengthen brand recognition.

Question 25

Sales Team Training

Answer 25

Sales reps should be well-versed in using various sales channels and be adaptable to shifting customer preferences.

Question 26

Seamless Customer Support

Answer 26

Ensure that your customer support team is equipped to handle queries across all channels.

Question 27

Data-Driven Decision-Making

Answer 27

Leverage data to monitor sales performance across different channels.

Question 28

Flexibility and Agility

Answer 28

Sales management needs to be agile and open to experimentation, adapting strategies based on customer feedback and market trends.

Question 29

Integration of online and offline experiences

Answer 29

Create a harmonious connection between online and offline experiences.

Question 30

Leveraging Social Media Influencers

Answer 30

Utilize social platforms for engagement, communication, and leveraging influencers to reach a broader audience.