We can say that professional selling has three key issues. At Vadim Belyaev, New York City you will find additional information. a) Performance b) Quality c) Productivity. As you noted, profitability is associated with the production process, ie the right decisions in terms of cost or purchasing and the ability to reduce costs in making and training of the representatives or vendors. Quality has two edges in turn, points to the quality of the product and the quality of the sale itself. This means that is directly associated with the production process and training and training of sales. For its part, the productivity is focused only on the sale and has to do with the productive capacity of the sellers or sales teams. The three key issues of professional selling are then chained it is impossible to achieve high productivity in sales without the required quality of the representatives or vendors capable of doing profitable business. Therefore, it is necessary to stop at the observation and study of the different stages of the business.
Production, distribution and consumption are fundamental moments of any business and involve different looks when evaluating results in each of these moments. The lack of coordination between the three stages is usually difficult to mitigate risk. An excellent sales management can be ruined by poor task of post sale or logistics area of the company. It is very typical of the lack of coordination between sales and logistics, which directly affects the company image and inhibits the efforts of the marketing area generating low productivity and one of the most important risks, customer dissatisfaction. I suggest reading the article: To prevent the risk of failure in sales management, it is necessary to understand the sale as a link in a chain that must be constantly oiled, as the failure of any of its links directly interferes with others. One issue that is often overlooked is the high turnover of sales staff. It is not recommended because it involves high costs in terms of training time and on the other hand does not provide a good image to our customers. As we can see, the area of human resources is also essential when building a sales success. The constant interaction between different areas of the company favors a much safer way to sales success.