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What are we talking about? A sales model is a set of actions for selling a company's product, described in the form of a clear diagram. It is needed to improve the efficiency of mid- and low-skilled managers, to bring their performance closer to that of the best salespeople.
How to choose? They focus on the specifics of the email lists uk business, the market, the product properties, the target audience. There are no universal sales models: some are better suited to young companies, other solutions are successfully used by large corporations.
In this article:
The concept of a sales model
Sales models by participant type
Sales models by levels
Direct sales model
The "Substrate" Sales Model
Lead Magnet Sales Model
The Simple First Step Sales Model
How to Create Your Own Effective Sales Model
Frequently Asked Questions about the Sales Model
In-Depth Guide: How to Cut Your Ad Costs by 25% with Artificial Intelligence
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The concept of a sales model
The sales model is understood as the general strategy for selling products developed by the company. In accordance with this algorithm, the activities of the managers of the relevant structural divisions are carried out in several stages.
For example, developing and maintaining a client base, forming a mechanism for making deals, building sales funnels. The economic result depends on the chosen model and its compliance with the specifics of the company.
Developing a sales model is a critical aspect, on which 80% of a company’s commercial success and its share in a niche market depend.
The concept of a sales model
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Sales can be classified according to different factors:
the type of product (service) offered;
consumer behavioral response;
terms and cost of the transaction;
available and applicable marketing technologies.
The main stages of communication with the client (from the first interaction to payment for the order):
Qualification . At this stage, the status of the person interested in the product (service) is determined: is he a potential client and does the business really need his application? What income can he bring?
The sale itself . Marketing activities are developed and implemented. A sales proposal is formulated. The deal is sealed by signing an agreement, which specifies the terms, conditions and methods of payment.
Accounting. Even after the buyer has made an advance payment, work on the transaction does not stop. At this stage, the order is post-processed, issues related to the delivery of products and accounts receivable are resolved. Such work takes up to 80% of the time of the sales department (SD) management.
To determine the direction of movement and choose the optimal sales system, it is necessary to clearly define the position occupied by the company in the competitive market.
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Sales models by participant type
In a commercial environment, three types of actors enter into relationships:
Buyer (consumer, designated by the letter C). This category includes ordinary consumers (individuals).
Business structure (business, designated B). Organizations (legal entities).
Government (designated G). This group considers various government bodies.
These market participants can communicate using three main interaction models:
B2C (business-to-consumer). This is the sale of products to ordinary consumers.
B2B (business-to-business). Trade between enterprises.
B2G (business-to-government). Execution of a government order by a commercial company.
The two in the middle of the abbreviations replaces the similar-sounding word to (for) and serves to indicate the interaction between participants in the business process.
The first letter always indicates the seller, and the second the buyer. In this case, it does not matter what is the object of the transaction - a product or a service. What is more important are the roles that the participants play in the market and the nature of their relations.
There are also other sales models in the business environment: G2C, C2C, G2G, etc.
B2C
In this model, retail sales account for a large share, since the product is sold directly to ordinary consumers.
A classic example of B2C is the well-known company Adidas. Any individual can purchase products of this company in supermarkets and online stores.
Ordinary consumers participate in this model almost daily, making various purchases, ordering food delivery, taking clothes to dry cleaners, visiting fitness centers, etc. All of these actions a