Lesson 5 Sales. generation

Transcription

1 Sales lead generation List building Cold calling Social media Lead management Lesson 5 : In marketing, lead generation is the generation of consumer interest or inquiry into products or services of a business. Leads can be created for purposes such as list building, e-newsletter list acquisition or for sales leads. The methods for generating leads typically fall under the umbrella of advertising, but may also include non-paid sources such as organic search engine results or referrals from existing customers. Businesses strive to generate "quality" leads, those with a higher probability of a desired outcome. : establishing a client list Cold calling is defined as the solicitation of business from potential customers who have had no prior contact with the salesperson conducting the call, therefore making the call cold. : Social media are computermediated tools that allow people to create, share or exchange information, ideas, and pictures/videos in virtual communities and networks. : Lead Management is a set of methodologies, systems, and practices designed to generate new potential business clientele, generally operated through a variety of marketing campaigns or programs. Lead management facilitates a business's connection between its outgoing

2 Purchase funnel Symptom Diagnose consumer advertising and the responses to that advertising. : The purchase funnel, or purchasing funnel, is a consumer focused marketing model which illustrates the theoretical customer journey towards the purchase of a product or service. : a change in the body or mind which indicates that a disease is present : a change which shows that something bad exists : a sign of something bad : to recognize (a disease, illness, etc.) by examining someone : to recognize a disease, illness, etc., in (someone) Challenge : to find the cause of (a problem) : to say or show that (something) may not be true, correct, or legal : to question the action or authority of (someone) Root law : to question whether (someone) should serve on a jury : the part of a plant that grows underground, gets water from the ground, and holds the plant in place : the part of a tooth, hair, fingernail, etc., that is attached to the body

3 Presentation : the cause or source of something : an activity in which someone shows, describes, or explains something to a group of people : the way in which something is arranged, designed, etc. : the way in which something is presented Discover : the act of giving something to someone in a formal way or in a ceremony : to see, find, or become aware of (something) for the first time : to show the presence of (something hidden or difficult to see) : to make (something) known Pitch Proposal : to learn or find out (something surprising or unexpected) : In selling technique, a sales presentation (or sales pitch) is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service. : something (such as a plan or suggestion) that is presented to a person or group of people to consider

4 Rundown : the act of presenting a plan, suggestion, etc., to a person or group of people : a quick report about the main parts of something : a gradual reduction in the size of a business, activity, etc. Resistance baseball : a play in which a runner is chased by two or more opposing players who throw the ball to each other in an attempt to tag the runner out : refusal to accept something new or different : effort made to stop or to fight against someone or something Salespeople Relationship Vague : the ability to prevent something from having an effect : persons employed to sell goods or services : the way in which two or more people, groups, countries, etc., talk to, behave toward, and deal with each other : not clear in meaning : stated in a way that is general and not specific : not thinking or expressing your thoughts clearly or precisely Assumption : not completely formed or developed a : an assuming that something is true

5 Keeping your fingers crossed Sales Management Revenue Profit Narrow b : a fact or statement (as a proposition, axiom, postulate, or notion) taken for granted : to hope that things will happen in the way that you want them to: Let's keep our fingers crossed that it doesn't rain. : Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also typically the goals and performance indicators of sales management. : money that is made by or paid to a business or an organization : money that is collected for public use by a government through taxes : money that is made in a business, through investing, etc., after all the costs and expenses are paid : a financial gain : the advantage or benefit that is gained from doing something : long and not wide : small from one side to the other side : including or involving a small number of things or people : limited in range or amount

6 Broad : almost not successful : very close to failure : almost not enough for success : large from one side to the other side : having a specified width Sales forecast Sale Quota : including or involving many things or people : wide in range or amount Sales forecasting uses past sales figures to predict the short-term or long-term future performance to enable sound financial planning. For shops and stores, market research may yield the following indicators for deriving initial forecasts: - average sales volume per unit area for similar shops in similar locations of similar size - number of consumers or consumer household in appropriate vicinity of the store and their annual expenses on the product in question : A sale is the exchange of a commodity for money or service in return for money or the action of selling something. : an official limit on the number or amount of people or things that are allowed : a specific amount or number that is expected to be achieved

7 To recruit : to find suitable people and get them to join a company, an organization, the armed forces, etc. : to form or build (a group, team, army, etc.) by getting people to join To train : to persuade (someone) to join you in some activity or to help you : to teach (someone) the skills needed to do something (such as a job) : to give instruction to (someone) : to be taught the skills needed to do something (such as a job) To compensate Performance : to cause (someone or something) to develop an ability or skill : to provide something good as a balance against something bad or undesirable : to make up for some defect or weakness : to give money or something else of value to (someone) in return for something (such as work) or as payment for something lost, damaged, etc. : an activity (such as singing a song or acting in a play) that a person or group does to entertain an audience : the way an actor performs a part in a play, movie, etc.

8 Staffing Resource : the act of doing a job, an activity, etc. : Staffing is a term used in the sphere of employment. It has been applied to more than one aspect of the working environment. : something that a country has and can use to increase its wealth : a supply of something (such as money) that someone has and can use when it is needed On a regular basis Involvement : a place or thing that provides something useful : in a regular manner; "letters arrived regularly from his children"; regularly : to have or include (someone or something) as a part of something : to cause (someone) to be included in some activity, situation, etc. : to cause (someone) to take part in something Impact : to cause (someone) to be associated with someone or something : to have a strong and often bad effect on (something or someone)

9 Sales revenue Profitability Living up to expectations : to hit (something) with great force : In business, revenue or turnover is income that a company receives from its normal business activities, usually from the sale of goods and services to customers. In many countries and states, revenue is referred to as turnover. Some companies receive revenue from interest, royalties, or other fees. : A financial benefit that is realized when the amount of revenue gained from a business activity exceeds the expenses, costs and taxes needed to sustain the activity. : 1. To live or act in accordance with: lived up to their parents' ideals. 2. To prove equal to: a new technology that did not live up to our expectations. 3. To carry out; fulfill: lived up to her end of the bargain. All explanations are from the following online dictionaries:

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