Sales Gurukul

What was the last thing you brought? From where did you buy that thing? Let us say you bought or buy milk directly from a person who milkman(who milchs cows) , then it will be called direct sales. It is called direct sales because here the producer or manufacturer is selling the product directly to you, a customer. Direct Sales : Direct sales is marked by absence of middlemen or channel partners between a company/producer/manufacturer and customer. Direct Channel can be represented like this : Producer/Manufacturer Salesperson =>Customer Suppose instead of buying milk directly from milkman , your neighbour boys packaged branded milk of a national milk company. In that case your neighbour Raj buys that milk brand from a, shopkeeper. That particular packaged milk brand reached the shop through a channel of distribution partners. Distribution partners are appointed by companies to increase width and depth of distribution of its products. These distribution partners also called channel...

In this post let us breakdown difference between company sales and Showroom sales. Ready ? Let us start. Company sales =   Sale of company products to its distribution partners. In sales parlance it is, referred to as Primary sales.  Showroom Sales =   When a product is sold to a customer from showroom then it is called showroom sales. In sales field it is referred to as off take or tertiary sales.  Productive reading! To get comprehensive knowledge about FMCG sales, buy our book on Flipkart by clicking this link now : https://bit.ly/3kkXCDT Thanks, Youtube/C/Sales Gurukul-Subscribe our Youtube channel now !

Difference Between Single Product Line and Multiple Product Line Different people focus on different things. Manufacturers or business people too have different business logic. What is Single Product Line : Some manufacture and focus on single product line i.e range of different models in a single product line like Hero Cycles or other bicycle manufacturing companies which focus in making and marketing only bicycles. There may be different products under this single “bicycle” product line e.g baby cycles, trendy cycles for young people, mountain bikes aka cycles for adventure loving people or bicycles for females. Or a Car manufacturer like Suzuki which focus on single product line of cars, though there may be different car models at different price points for different segments. What Multiple Product Lines : Multiple product line on other hand means businesses, manufacturers making and marketing different product categories like FMCG companies which dabble in different produc...

Tips to Win Customer Loyalty Customer loyalty has never assumed so much importance as in current times. In today's times when the whole world has become a global village, the customer is spoilt for choice with many similar products from different companies vying for customer's  attention. In the wake of plethora of choices available to customers most companies are trying to find answer to the question as to How to Win Customer Loyalty. Today's educated and well informed customers have all the choices and information about the products they need or even those that they do not need, at their finger tips. For most of products needed by customer ,she has many options to choose from.                                                       Image: wordstream So in these ultra competitive times the only viable, competitive strat...

Whenever answering question about interest in a particular profession,one should try to answer the question by highlighting how the traits and interests of the person in perfect sync with job or career field. Keep in mind the above try incorporating following sales profession positive points in your answer : Because I love meeting new people and conversing with them as it gives me an opportunity to understand the opinions and views of others. Meeting different people with different backgrounds and mindset helps me understand human psyche more. Meeting new people will help me build useful contacts which can come handy to source customers through referrals thus helping me grow sales in my territory and achieve my sales quotas more easily.                                                       Image:online research. com Workin...

Sales Representative ( SR)/TSI) SO Profiles: 1. Direct interaction with SS visiting the Distributers/ Retailers/ shop. 2. Explaining the different range of products, their USP`s, prices etc. to the customers. 3. Monitor sales trends and maintain optimal stock levels in the shop. 4. Billing of products. 5. Maintaining overall distributor/retailers decor & display of products. 6. Taking orders from different outlets. 7. Maintaining product display at the different outlets. 8. Communicating with outlets; explaining them the schemes, discounts and other offers as well as taking product feedback from them. 9. Explaining product features and advantages of the products. 10. Maintaining good relations with the outlets by ensuring on-time delivery, on-time service and on-time payment reminders. Eligibility: At least a graduate with decent communication skill, ready to travel, able to meet the given targets, Must be from food industry. Experience: 0.6 yr – 1 Year. Salary: R...

Today we are going to discuss what is a customer profile or What is  an ideal customer profile (ICP) Or what is Buyer Persona. So let us start. A customer profile is the profile created by companies to help market their products to their target customer. A customer profile (CP) is created by companies keeping in mind the product/service created by them. CP also known as buyer persona contains following information about customer like  : - Her age group. - Her gender - Her educational qualification - Her hobbies and interests. - Her annual income. - Her work profile like designation or professional status. - Her purchase Decision making power or his/her influencing in purchase decision . Armed with this CP, companies can create strategies to reach and sell to their customers more successfully.                                         ...

Today we will understand how to know the (purchase) intent  of prospects. All of us have done window shopping some time in life. Window shopping means looking and appraising things displayed in shops. Window displays are put up specifically by retailers to display their wares for customers to look at. Window shopping may or may not result in sales of products. A passer by may be Window shopping to kill his) her time or may like the product but may not have purchasing capacity to buy the product/s displayed at shop windows or shop shelves. Interest in a product does not mean an intent to buy. (To get insider comprehension knowledge about FMCG industry buy our book on Flipkart  now by clicking this link:  https://bit.ly/3kkXCDT) Smart sales persons know the difference between prospects who are simply interested in products and the prospects who intend to buy a product or service. This skill to segregate those who intend to buy and those who are simply interested help ...

"Why Most Stores prefer buying from Wholesalers than Distributors"  A company distributor is a bound business person as s/he is bound by company norms like : -Maintaining fixed number of days stocks. -Not dealing in similar products of other companies e. g a Frito Lays distributor can not sell chips or snacks of any other company. -Achieving company sales targets every month. So you see a distributor is a bit restrained in conducting his business. A wholesaler is not restrained by any company norms. A, wholesaler is more free in conducting business the way he or she likes. Wholesalers are free to deal in as many products as possible. Wholesalers are also not bound by any target of company. A Wholesaler deals and trades into multiple items and products unlike a distributor who more or less deals in limited number of products. ( To get insider comprehension knowledge about FMCG industry buy our book on Flipkart  now by clicking this link: http...

Today we are going to explore What is Customer Master Record (CMR) Customers are important for any business. And to help sell more to existing customers it is but important that companies and sellers are well aware and know some or more things about customers. Prior knowledge about customers comes handy while designing and selling new products or building customer loyalty. A customer master record (CMR) contains all details about customers. The CMR may have different details about customer collected over the years depending on the company needs. Most companies CMR contains customer basic details like Name, contact, address, anniversary details, Tax compliance number, Bank account . Depending on company needs in addition to above details a CMR may contain details like  What other businesses customer does, his/her hobbies,  Her social media preferences,  When she talked, to whom she talked,  Her buying history ,  Her preferred mode of payment,  He...

"Sales and Marketing Relationship" Many people confuse between sales and marketing. Sales and marketing are two different depts. Both are independent of each other and yet interdependent. Both these dept are focused on achieving revenue goals of the company. Both complement each other to achieve this common goal. Neither sales run the marketing dept nor marketing run sales dept. Each dept influences the strategies and tactics of the other dept. For example if marketing dept launches some trade scheme or consumer scheme , the sales dept is responsible for launching that scheme in market successfully. Similarly when the sales are down due to some external reasons then the sales dept may ask marketing dept to run some sales promotion or other schemes to increase the sales of the company. So you see both depend on each other and walk on the road to company revenue by holding each other’s hands. But both these silos function in different w...

"Difference between a Vendor and a Distributor" There are many persons who can not differentiate between a vendor and a distributor.  In today's very small post we are sharing the similarities as well as minor differences between a Vendor and a distributor. Let us dive in. Vendor is the one who vends or sells some product or service to customers. Distributor is one who distributes company's products or services ices . Both vendor and distributors are same in the sense that both sell something. The difference between the two happens when some vendors buy products from distributors. Vendors is a global term which includes a fruit seller who sells fruits to an entity who sells raw material to manufacturers. A vendor nay be a small business owner like a packaging machine manufacturer who supplies to his/her customers or it may be distributor of some products required by others or it may be a middleman between a manufacturer and custom...

"What is Non- Pricing Strategy" A pricing strategy is based on generating or maintaining sales predominantly on basis of pricing. This strategy focuses on keeping the prices of the products at par or lower than the competition to get sales. This pricing strategy is followed in most of cases where there is not much differences in the products /services offered by different companies. One of such pricing strategies is cost plus pricing strategy which we discussed in one of previous blogs. But there are some visionary companies which like to price their products and services differently. Such companies love to compete in market not on price but on other variables. Today we will discuss such competitive strategies which are crafted on non- pricing factors. So let us start Non-Pricing strategy on the other hand is a, strategy which focuses on factors other than pricing as mentioned below: Product quality - Under this strategy companies offer go...

What is meaning of Cost Plus Pricing Strategy There are many different pricing strategies that different companies follow to set trade price as well as selling prices for their products/services. Today we discuss one of such pricing strategies which is adopted by some companies to set prices for their products/services. This pricing strategy is referred to as Cost Plus Pricing strategy. A cost plus manufacturing strategy is, where price of any product is decided on basis of manufacturing cost+ expenses to sell+ taxes, if any+ profit margin. The final price arrived at through this method is then kept in line with competition.                                                       Image: super heuristics So if a product’s manufacturing costs = ₹10/-per px Selling cost or selling cost (Including sales st...

Dear All, Any product before it reaches the end consumer passes through a distribution chain. Distribution chain which links the company which manufactures a product with the end consumers who consume that product. Distribution chain is made of different channel partners (CP) who play their own roles to further push the product down the distribution chain for a commission. Some of these terms overlap each other and can be used interchangeably e. g. A company which produces a product and markets it to it's distributors is a seller. A super stockist or distributor of company whom the company sells can be referred to as re-seller of the company. A distributor in turn sells company's products or services through a chain of wholesalers or retailers. So in this sense distributor can be  referred to as a re-seller. Now wholesalers who purchase products from a distributor for re-selling further to retailers or consumers too can be called re-sellers...

"Difference between a Distributor, Wholesaler and Retailer"  In sales trade each member of distribution chain be it distributor or wholesaler or a retailer plays a very important role in taking the product from company to end customer. Today we are going to share with you the role of these important links in distribution chain.  Without beating around the bush let us understand what role these members of distribution chain play in the overall success of any product/service in the market. Wholesaler= Wholesaler is a person or group of persons or a business entity which purchases products from distributors in bulk, stores them and re sells these products to other retailers on profit. After understanding who a wholesaler is in FMCG industry let us move ahead to discuss wholesaler role in the FMCG distribution chain. A wholesaler shop Image 👇👇                       (Image: Self clicked...

Each company in business of marketing and selling products is always focused on increasing the sale of its products, and services. Now there are two easy ways to sell more. The first way involves selling to new customers i.e. those people who do not yet buy company products. And the other way to increase sales is to sell more to its existing customers. Now the existing customers can be sold more only through cross selling i. e selling different products to same customer or the other way to sell more to same customers is through up selling i.e by selling more of the same product or expensive pack-size of the same product to the customers. To up sell i.e more quantity of the same product the companies create Super Saver Packs. That is the whole logic behind this super saver pack strategy of companies to make customer buy more than they need. In sales parlance it is, also one of UP SELLING tactics. Up selling was recreated by marketers in the guise of super save...