Professional Documents
Culture Documents
Material Semana 7 Negocios
Material Semana 7 Negocios
Ventas
Week 7b
Teacher Jacqueline Riverol Lira
01 / 17
Contenido temático
9.0. Ventas
9.1 Establecimiento de precios
9.2. Gestión de inventarios. Inicial, final, intermitente y perpetuo
9.3. Logística de distribución
Aprendizaje esperado
02 / 17
Al finalizar sus estudios el alumno será capaz de:
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9. Ventas (Antecedentes)
.
History
The sales activity is one of the oldest professions, for more than
from 4,000 B.C. the Arabs traded among themselves and then to
the world. What first stage all this evolution was generated by
the first human settlements, sedentarism, agriculture and work
with soft metals (pottery).
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Finally then enter the years 1100 B.C. the deed appears and the sale
through it takes a transcendental turn, the maritime routes are used
and specialized trade. In a fourth stage, monetary systems emerge and
credit from the use of paper money.
05 / 17
A fifth stage in the Age Media (1480 AD) is already full of
associations, protections through insurance, the first banking
activities arise, crusades, discovery of America, World Wars,
among others events from the fourteenth centuries to the
present in which it begins to shape marketing activities as we
know them.
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1.2.Elements of the sale
1. Preparation
2. Arrangement of the visit
3. Contact and presentation
4. Survey and needs
5. Argumentation
6. Objections
7. Close
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Preparation must be made to serve real customers and potential,
although with the latter the process is more complex since knows
little about them.
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Business
Contact roles objetives
and presentation
Information is exchanged and interest is aroused. It is essential for
the seller.
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Argumentation
If this stage is reached, the client has shown interest and the request
must be generated. It is necessary explanation of the benefits and
advantages offered by the product and service over other offers
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Objections
In this stage, the "negatives" or "buts" expressed by the client, a
good argument can overturn an objection.
Closing
Stage in which the sale can be closed or a later appointment is
made to close it. It can also happen that the process does not close
and the client state not to close the sale.
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Elements of a good sales system
1. Define Goals
2. Apply Policies
3. Establish procedures
4. Brainstorm Strategies
5. Direct Tactics
6. Design Controls
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Sales Agents skills
❑ Autonomy
❑ Flexible
❑ Permanence in the performance
❑ Communication
❑ Character
❑ Collaborator
❑ A person that adapts easily
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Objectives of Sales Agents
As an objective, sales
agents are mainly directed
to sell by volumes, by
earnings, by expenses and
by types of activities,
whether before daily,
weekly or monthly. Thus, it
is susceptible to
measurement and
evaluation by their
superiors.
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9.3. Logística de distribución
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Steps to define sales territories
1. Choosing the Basic Control Unit
2. Calculate the Market Potential
3. Configure Territories
4. Classify Territories
5. Adjust Territories
6. Assign Territories to executives
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Acosta Véliz, Marjorie (2018). “La administración de ventas”. Editorial Área de
innovación y desarrollo, S.L. S.A. de C.V. México.
Montaña, Jordi (1989) Cómo diseñar un producto. IMPI. Madrid.
01 / 10
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