HOW TO APPROACH

THE MARKET?
SEGMENTS OF THE MARKET
• Private Market
Businesses that are generated by companies fully funded by private
finances.
• Government Market
Businesses generated by government funds.
• Semi Government Market
Businesses generated by participation of government funds and private
funds. A good example could be Etisalat.
• Individual Market
Businesses generated strictly by individual funds. An example could be,
an individual buying good for his own use.
BIRTH OF A PROJECT
All parties and factors involved creating a project.

STRUCTURE OF THE PROJECT

1. Starts with an Idea

2. Translation of Ideas to Proposal

3. Assessment of Feasibility Proposals

4. Selection of Proposal.

5. Approval of the Selection.

• Group Decision

• Individual Decision
6. Approval of the Selection
7. Detailing of Selected Proposal and Budgeting
• Usually is carried out by a group of engineers.
8. Preparing the Offer to Tender Document
Tender

(Newspaper) Public Private (By Invitation)

9. Collection of Offers
10. Announcement of Opening Date
11. Result of the Tender

12. Evaluation of Bidders

13. Negotiation with Selected Bidders

14. Finalization of negotiation and appointment of one company to execute the project.

15. Handing over the site to the selected Contractor(s)

16. Mobilization of Site

17. Execution of Project

18. Completion and Handing Over

 Client: Individual,
Group of Consultant: Defines
Investors, all the work in detail
Government, etc.) chapter by chapter

Contractor

PARTIES
INVOLVE Project

D IN A
Management:
Independent
parties employed
PROJECT by the client to
supervise the
whole project
TYPES OF SALES
a)
Existing
Inquiry

Submit
Evaluate the
Technical File
Inquiry
for Approval

Accepted Quote the

Offer Inquiry

b) Generate your Own Inquiry

What a salesman should know?

1. Shall know technical specification of all products as well as available

similar products sold by competitors.

2. Shall reach his/her personal target either monthly or quarterly.

3. Shall be familiar with the market.

Common definition of market
• A place where variable parties, entities, buyers and seller are
exchanging goods and services and is defined by geographic limits.

GEOGRAPHIC LIMITS IN MARKET TERMS

a) Local Market
• The place a person (sales or marketing), feels that she is at home.

(Usually a radius of 1 to 2 kilometers)

b) Regional Market
• A number of areas or cities belong to one central geographical location.

Territory Territory

Local
Market

Territory Territory
 World
Market
(Global)

Local Market Continental

Regional
Market