Digital Marketing

The definition of sales: definition of professional selling

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Before defining the professional sale. Let’s look at some of the related professions. Below are some definitions of professions / occupations that relate to professional selling from Wikipedia:

  • Marketing It is defined as a continuous process of planning and executing the marketing mix (Product, Price, Place, Promotion) of products, services or ideas to create exchange between individuals and organizations.
  • Advertising is defined as a form of communication that typically attempts to persuade potential customers to buy or consume more than one particular brand of product or service.
  • Public relations is defined as the practice of managing the flow of information between an organization and its audiences.
  • Sales promotions defined as predetermined actions designed to increase consumer demand, stimulate market demand, or improve product availability for a limited time (i.e. contests, point-of-purchase displays, rebates, free travel, and sales incentives ).

What about the sales profession?

Note that in the above definitions, the profession is * not * defined as the individual. For example, marketing is not defined as “people who market.” However, the sales profession is often explained as “individuals who sell.” Therefore, the sale should not be defined in this way. Also note that the above professions are * not * defined by the activities of those individuals. In other words, the advertising profession is not defined as “placing advertisements on television.” Therefore, the sale should not be defined in this way.

Academically, selling is considered part of marketing, however, the two disciplines are completely different. Sales departments often form a separate grouping in a corporate structure, employing people who specialize in specific sales roles. While the sales process refers to a systematic process of repeatable and measurable milestones, the definition of the sales “profession” does not exist (so far with this article).

So the questions become:

  • Who is “in” the profession and who is not?
  • How is selling related to marketing, advertising, promotions, and public relations?
  • What shared competencies do people need within the sales profession?
  • How do these competencies align with roles in terms of focus and differentiation?

A definition must provide meaning. To determine the meaning of the sales profession, it is helpful to determine what the sales profession * should * contain.

The following three principles are necessary for professional selling:

  • The focus of the sales profession is on the human agents involved in the exchange between buyer and seller.
  • Effective selling requires a systems approach, at a minimum involving roles that sell, enable selling, and develop sales capabilities.
  • A specific set of sales skills and knowledge is required to facilitate the exchange of value between buyers and sellers.

Within these three principles, the American Society for Training and Development (ASTD) offers the following definition of professional selling:

Professional selling is:

“The holistic business system necessary to effectively develop, manage, enable and execute an interpersonal exchange of mutually beneficial goods and / or services for equitable value.”

Note: This definition was published by ASTD in 2009.

What does this definition accomplish?

First, creates a world-class definition of selling. An organization wishing to benchmark its sales effectiveness can take advantage of the above definition to clearly understand strengths and weaknesses. Without such a definition, most adjustments to the sales team are arbitrary and subjective. By understanding the system vision required for sales effectiveness, organizations can look at individual members of the sales team, as well as the sales team processes and tools and how they align with the buyer.

Second, enables more consistent performance results through the clear establishment of roles regarding who is “in” and who is “out” of professional selling. For example, if it does not involve a human agent, it is not within the sales profession, it is a marketing function with a transaction (ie a “sale”). By this definition, sales operations, sales recruiters, and sales trainers are “in” the profession because they possess unique skills outside of their regular jobs. They possess knowledge and skills that are unique to allow definition.

Third, the definition lays the foundation for managing sales talent / people strategies. With such a definition, sales development employees can create learning solutions that fit the unique aspects of a sales culture. At the same time, front-end and recruitment strategies are more clearly linked to retention strategies.

Four, helps the organization in an exemplary performance. By setting a bar with such a definition, organizations don’t have to settle for mediocre sales effectiveness. They can use the definition to help bridge the gap between the sales ability and the competence of the sales team.

Business

Strategic process for site planning

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Real estate site selection can be a complex web of evaluating store attributes within a potential store business area. The process uses both a science and an art for the overall selection process that combines a number of factors that weigh on the viability of the location. To complicate the process, each location has its own special attributes, making site selection more directional in nature rather than a cookie cutter process. With that said, here are some key attributes to consider in the overall assessment:

Traffic counts – While these are clearly site specific (think about the difference between a rural site and an urban site), analyzing traffic counts will help provide predictability of volume. The key is to understand what the potential traffic patterns are for the site before you can just look at the traffic counts. If a road carries multiple cars, but that road does not fit well into the site, traffic counts may be misinterpreted. Understand the natural flow to the site before evaluating traffic counts. One way to get some perspective on how traffic counts reflected volumes is to compare the volumes of existing sites with your traffic counts. Many operators jump right into the selection of a new site without looking back at existing sites and without creating a model based on their geographic areas. This can give you a more reliable predictive model for your future sites.

Population counts – The population count is the next logical indicator for your location. You don’t just want to see the population count as it is today, and if it’s enough to support a site, but also how it’s been trending. Positive growth indicates a viable market, while negative trends can generate a red flag. Additionally, gaining a better understanding of ethnicity and socio-economic trends in the business area will provide a better snapshot of the mix of merchandising that needs to be featured on the site.

Seasonality and geographical nuances – Determining whether the site is seasonal or not should be a factor in your analysis. Operators shouldn’t necessarily shy away from seasonal stores, but shouldn’t be surprised after they open. Closely related to seasonality would be a driver of the commercial area, that is, a shopping center or theme park, which can positively or negatively affect the performance of your store. Tracking these external forces will reinforce your model. Also, look for non-seasonal improvements or barriers on your site. A river that bisects your business area, for example, will effectively cut off your traffic to the store no matter how close the houses are. Even certain companies can affect your site. A large manufacturing plant that releases multiple employees at the same time can cause traffic flow bottlenecks that will cause potential customers to avoid the area at these peak times.

Visibility – This may be more anecdotal than the other attributes, but it still needs to be a consideration. Judging whether the site can be easily seen from afar rather than a site that is hidden by overgrown trees should be a factor. Driving the site from all four directions allows the owner to gain perspective from potential customers as they approach the location. Other considerations would include the speed of traffic as it approaches the potential site. If the flow of traffic travels at too high a speed or drivers are distracted by complicated traffic patterns, the chance of noticing your location is diminished.

Competitors – Obviously, understanding the competition within the commercial area is essential. I would approach this competitive assessment in a three-fold way: a) gasoline, b) convenience store, and c) quick-service restaurants. Look at the competitive landscape in degrees of competition, which means that some competition has a greater negative impact than other competition. Ranking your competition based on this impact for the three categories will give a more holistic view. Be aware that some competitors may only affect gasoline, while others may have a greater impact on convenience product sales. With the c-store industry moving further and further into foodservice, mapping quick-service restaurants in the commercial area will give you a better indication of the viability of your foodservice operation.

Rental – Rent, rent, rent. There are many factors that come into play when choosing the best location. Is it a first corner? In what part of the day on the street is the site located? Is it easy to get in and out of the location? Are there divided roads in front of the location that make access difficult? Is this an indoor lot location and not even a corner? What is the length of the property’s facade? There are a lot of considerations for the actual location of the site that must be evaluated in the context of the other attributes.

Let’s be honest; there are a number of variables that come into play. While you can’t be sure that accurately representing all of these attributes in a real estate site appraisal model can guarantee success, it will at least put you in a better risk-averse position. That’s the science of it.

I’ve been on the block long enough to know that some stores just defy their science and just work. The art of site selection is much more difficult to quantify than science. While those stores are the anomaly, evaluating new locations by putting their attributes through the previous litmus test helps minimize the negative risk of opening an underperforming location.

Relationship

Avoid stress before cheerleading competitions

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Cheerleading competitions are amazing and very stressful for everyone involved. Here are some ideas on how to keep your stress level down, whether you’re a competitor, a coach, or a parent.

First, get ready. The best way to combat the stress of competition is to have a routine that everyone on the court has mastered and feels confident in completing. From stunts to flipping passes, make sure everyone’s time is dead on several perfect runs before loading up the trucks to head to the competition. This means making sure that practices count and that everyone is present at every practice. No apologies. Even participants who may not feel very well can come in, watch, and observe to stay on top of last minute changes.

Second, make sure your team is prepared with what you need. Does the routine require props (posters, megaphones, pompoms, flags, etc.)? Make sure they are loaded into the transport the night before your departure.

Check everything three times!

Third, make sure the competitors have everything they need for the uniforms they wear. Buy the jumbo-size slip-on bags (2.5 gallons). Have participants bring what they need (shoes, midriffs, shells, skirts, socks, hair ties, spankies). Carefully pack each complete uniform in a slip bag. Label the bags with each participant’s name with a permanent marker. If available, also pack extra uniform pieces in different sizes. Keep all uniforms together! Don’t give them to participants until it’s time to get ready!

Fourth, pack the makeup kits. Make sure you’ve decided on a makeup color scheme and eye pattern before hitting the competition. Don’t experiment when you are on the spot! Do a dress rehearsal one night the week before the competition. If your squad wears hairpieces, include them in the rehearsal and pack them with makeup kits. If not, be sure to plan the rollers or curlers accordingly for the style your squad is using and pack plenty of hairspray. Go hot in uniforms and makeup. Run the routine several times for parents and students. Some squads charge admission as a fundraiser and invite the school and community. They may offer a spaghetti dinner or a hot dog dinner along with the entertainment. After rehearsal, it’s the perfect time to pack your uniforms. We are all together and that makes it so much easier.

Keep two accordion folders with copies of the registration information. Give one to a trusted assistant coach or parent. Make sure the schedules, payment confirmation and any other relevant information for the competition are kept in the accordion folder.

It is also important that parents feel as less stressed as possible. His children perform in front of a lot of people. They’ve probably invested a lot of time and money in cheerleaders at this point. They want a good comeback and a happy child when all is said and done. Make sure they have directions to the venue, a schedule for the events with your squad times and stages highlighted if possible, an established meeting place for before the competition and after the competition, a schedule of the ceremony prizes and a list of possible places to stay and eat if it is a nightly competition. Many parents like to “book” together when it comes to travel arrangements. Make sure they know in advance where the team will be staying so this is an option for them. Be sure to keep parents informed at all times of possible changes in times or locations. You can set up a phone tree, but don’t count on it always working. Use email, text alerts, and Facebook notifications to alert parents to what is happening with the event.

Preparation checklist:

1. The routine has been successful in practice several times without errors.
2. Each coach has at least two copies of the competition music.
3. All accessories are accounted for and packed.
4. There are two folders with all the registration information.
5. All uniforms are packaged and tagged and transferred together.
6. All makeup kits are packed.
7. All parents have several ways to contact them to keep them up to date with schedules.
8. Room reservations (if required) are paid in advance and confirmation is in hand.
9. The start time allows for delays, hair and makeup problems, and possibly some passes before the competition.
10. Participant exemption forms are on hand with insurance information. These are often shipped earlier with registration. Keep a copy with you!

Some useful tips for the multitasking trainer:

1. Use petroleum jelly on teeth to prevent lips from curling and sticking. It’s funny, but it works!
2. Use hairspray on upper thigh and buttocks to prevent spankies from riding up during routine.
3. Artist brushes work great when applying eye makeup. Longer handles allow you to work without being directly on the girl’s face.
4. Wear hairpieces if the team can afford it. They are much easier than trying to comb your hair for each competition.
5. Makeup is always the same for girls. Same colors and “designs” in the eyes or face.
6. Bring extra bobby pins, extra hair ties, and extra safety pins!
7. Don’t get excited in front of the team before the competition. Don’t panic when someone drops a stunt in practice time. Don’t start crying or laughing hysterically (whichever way you cope). Wait until they are off the competition track. If someone makes a mistake, try not to insist on it. They will feel bad enough when it happens.
8. If you can afford it or if the parents want to help, have a small gift for the children when they are done. Even if it is just a keychain or stuffed animal to help them commemorate their achievement of racing, it will mean a lot to them.

The more prepared you are, the more stress you will feel. The less stress you feel, the less stress the participants will feel!

Gaming

5 factors to consider when choosing airport taxi service

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If you are going to take a business trip or vacation earlier, planning should be a priority. While it is easy to identify the best transportation service in your city, it becomes quite complicated when traveling to a different city or country.

Some points to consider before choosing a taxi to the airport:

1. Track Record

The reputation of the taxi company you want to use to travel is very important. With this being the information age, it’s easy to get details about a company’s history in the city. You should verify complaints and recommendations by reading independent testimonials and reviews. If the company is popular, you can be sure that it has earned the trust of users. Some of the things to keep in mind include timeliness, quality of service, popularity, and customer satisfaction.

2. Convenience

If you are traveling to a new destination, you want to be sure that there will be a car to pick you up. Some companies do not operate at certain hours and you may have to spend hours stranded in a foreign city. As such, ask about the flexibility of the company’s hours before booking.

3. Number of people

You need to consider the number of people you are traveling with and the luggage you hope to transport. Some companies cannot handle more than one passenger and therefore it is important to hire one that fits your plans.

4. Licenses and insurance

In this age of unscrupulous business, you may find yourself in danger when you hire an unlicensed company. To avoid this, be sure to look at the taxi license and verify it whenever possible. Most reputable companies will include this information on their websites and will even give you the license number in case you want to authenticate it with local authorities. As a general rule of thumb, only use the cab that is authorized to operate ballast if it is exposed to danger.

5. Prices

In this business, the maxim “you get what you pay for” holds. As such, don’t get carried away by the cheaper prices, but don’t pay too much for a quick trip from the airport either. You should look for group discounts if you are traveling with family or colleagues to save money on your trip. There are also other companies that offer discounted round-trip fares, and if you’re sure of your departure date, it’s a great way to save a few bucks.

It is important to put your safety first when traveling and as such do not rush to choose the cheapest airport taxi service in town. Always take your time to compare different companies.