SALES AND MARKETING STRATEGY INDIVIDUAL DIRECT

1. Individual Sales Program

Sales of individual (personal selling) is a personal communication fee that try to inform consumers about a product and persuade him to buy the product. Sales of individuals is a more appropriate form of communication, because the sale of individual guarantees in communication with the company direct contact with prospective customers are special.The purpose of the sale of an individual is a wide range depending on the integrated role of communication in the long term include finding potential consumers, provide information to prospective customers, to persuade potential customers to buy and maintain customer satisfaction through service after sales. To achieve this goal is not only a skilled sales force in selling, but also must understand the technical characteristics of the product.Most companies use a sales force and many companies assign them as the holder of an important role in the marketing mix. Force is very effective salesperson to achieve specific marketing objectives. Son of Earth based on a survey of the Frontier is the Top Brand in the insurance business by relying on the salesperson's Java about 22 thousand people for Bumiputera insurance products are easy to obtain. However they require a high cost. Management should give careful thought to plan and manage the sources of personal selling.The pattern of sales force requires a decision on the objectives, strategy, structure, size and compensation, are shown in Figure 1.20. Target salespeople search includes new buyers, sales communications and pelaya ¬ nan, information collection, and allocation.Target sales will determine the type required to recruit salespeople. Skills different salesperson looking for a new buyer with sales skills to serve existing customers.Bumiputera increase in sales force targets sales of about 32% or approximately Rp. 4.5 trillion from the target in 2006 of about Rp.3, 4 trillion by opening seven regional offices in charge of 46 Islamic branches in almost all major cities in Indonesia, the insight and skills to understand the Islamic product for sales in the branch is needed.Sales force strategy is the problem of species mix and the most effective sales approach (single sales, sales teams and so on). Strategy salesperson is to visit the right customer at the right time the right way. After the type of sales approach is determined, then the company can choose a direct sales force or contract basis.¬ tour group sales receipt is the choice between regulation / pengorgani ¬ pupil by region, product, customer, or a combination of these options, and determine the size and shape appropriate areas. Sales force strategy has an impact on sales force structure. Structure according to the region is used when a company sells one product line at the end-user industry with customers in many locations. While the structure of the product or market, if the company sells many products in many kinds of customers.Size of group sales include estimates of the workload and the number of hours worked and from there the required number of these salesmen. Sales force size is a function of the type used by salespeople, sales of the desired objectives and interests of individual sales in integrated marketing communications program. The importance of cluster size because the company's sales force must balance between the costs incurred in the sales and revenue generated.Benefits include sales force peneta pan ¬ payment levels and payment components such as: salaries, commissions, bonuses, fees and allowances. To attract quality salespeople, companies must develop an attractive benefits package.

Manage sales force includes recruiting, selection and sales training, guidance,motivation and evaluation, shown in Figure 1:21. Salespeople need to be recruited andselected carefully to prevent pemboro premises ¬ san costs because of hiring peoplewho are not appropriate. The program includes the introduction of training for sales representatives market characteristics, competitors and art sales. Salespeople needsupervision and continuous moral support for them that should make many decisionsand face many frustrations. Periodically, companies should evaluate the achievementsand help them to work better.

The objective is to implement sales force sales force, which includes the art of face-to-face sales. One aspect is kewiraniagaan which includes seven stage process:finding a buyer and mengkualifikasinya; preliminary approach, approach, presentationand demonstration, overcoming objections, closing sales, and follow-up.

One other aspect is the negotiation, the art of setting the terms of a satisfactorytransaction for both parties.

The third aspect is the management relations, the art of creating closer relations andmutual dependence between the two organizations. The use of technology is alsoneeded in relationship management. Adira Finance is Top Brand in the category ofautomotive financing. Adira Finance has tried to provide excellent service throughCustomer Relationship Management to complement its sales force and surveyornyawith a mobile phone (cellular phone) which has a program that can assess the ability of prospective customers. The strategy, prospective customer data such as name,address, expenses, salaries and so forth included in hndphone and the data was processed with the programs that exist in cellular phones and finally the ability of the prospective customer can be known directly. Adira Finance also has an SMS Gatewayis used to treat a good customer and offered a return via SMS. Online systems being developed in each branch to facilitate customers making payments, whether by ATM orthrough a branch wherever located.

2. Direct Marketing Program

Direct marketing is a marketing system that uses direct channels to reach customers and deliver goods and services to consumers without going through intermediary marketing. to generate responses and / or transactions that can be measured at a location. Direct channels include direct mail (direct mail), catalogs, telemarketing, interactive TV, kiosks, Web sites and mobile equipment.Direct marketing benefits include saving time and introduce consumers with a variety of options, able to compare both through catalog and online, can be ordered goods for himself and others and for business customers to learn about products and services without having to meet by providing a special time with a salesperson.Include sending direct mail marketing offers, notices, admonishment, or other matters to someone in a specific address. Based on the selective address direct marketers to send the mail to reach thousands and sometimes millions of letters, flyers, brochures, CDs, cassettes, diskettes to consumers per year.Catalog marketing is done by sending the full catalog of merchandise, such as catalogs to consumers and catalog to businesses that are usually in the development of printed form or sometimes in the form of CDs, videos or online.Telemarketing (Telemarketing) is the use of the phone and call centers to attract potential customers, selling to existing customers and provide service to serve the order and answer questions. Telemarketing helps companies to increase revenue, reduce selling costs and improve customer satisfaction. The company uses call centers to receive calls from customers and initiate calls to prospective customers and consumers.Telemarketing covering sales of long-distance, long distance coverage, the prospect of long-distance and distance technical support and customer service.Direct response marketing through television and kiosks can. The use of television for direct response marketing with direct response advertising, home shopping channels and interactive TV and Videotext. Kiosk is a small building or structure a strong houses for sale or units of information.Interactive Marketing is a direct marketing channel that works electronically. The Internet provides marketers and consumers with greater opportunities to interact and more individualistic. Media advertising on the Internet include banners, spot lease, sponsorships, interstetial, skyscraper, large rectangle, the Universal Resource Locator (URL), chat rooms and e-mail.Banner advertising is the most prevalent type of advertising used on the Internet. The file size of images to be displayed range from 7 to 10 kb. Banner consists of keyword banners and banner rondom. Keyword banner pops up when done on one word queries opening from search engines. This will be effective for companies that want to pursing the target audience. While random banners appeared randomly. Companies that want to introduce new products (such as movies or CDs) will usually use a random banner.The main advantage of using banners is the ability to customize ads to a targeted audience. Pemempatkan banner ads on the internet on web sites owned by other parties. Swapping with Banner, Banner Exchange, and Paid Advertising. Banner of Bank Indonesia is shown in

Search engines often provide space (spot) on the home page for leased to private business. The duration of the lease depends on the approval of the contract between website owners and tenants. Unlike banners, which appear in different time, ads placed on the spot will always be there, so the competition is so tight. Disadvantages of leasing is that the spot size is often small and limited advertisement, which in turn causes the viewers skip ads. Also, the costs can be very high.Forms of advertising on E-Commerce (Internet) is a newly emerging kepopularitasnya sponsorships on web pages. This sponsorship ad by the Internet Advertising Bureau survey occupies second place after banner, with 25% market shareInterstetial is a dynamic ads on E-Commerce. Interstitial-shaped variety of animated ads that appear on the screen when the computer is downloading a web site that has been done by the user. Interstitial type includes pop-up windows, splash screens, intermecials, hyperstetials, superstetials etc.Similar ads with banners, if banners elongated horizontally, then vertically elongated skyscraper. The results of several bureaus Skyscraper more effective than banners.Similar to the large rectangle ad banners, but the rectangular shape larger. These ads along with ads Skycraper to improve key brand metrics by 40% compared with the baseline size (banner), according to The Internet Advertising Bureau research, ACNielsen, CNET Networks, DoubleClick and MSN.

Universal Resource Locator (URL) is the address of a file which can be accessed on the Internet. URL contains the name of the Internet protocol required to access the files, computer name that contains the file, and directory where the file is located. URLs that use Hipertext Transfer Protocol, for example http://www.yahoo.com/ show web page that is accessed using HTTP which is on the computer named www.yahoo.com.Chat room is a virtual meeting space where the groups came regularly to chat. Chat rooms can be used to build a community as a means of promotion. Vendors often sponsored chat room. Chat rooms are also used as a connection one-by-one between a company and its customers. For example, Mattel sells about a third of her Barbie dolls for the collectorAnother way to advertise on the Internet is to purchase addresses send e-mail and corporate information to people who are in the list. The advantages of this approach is low cost and ability to reach an audience that varies widely. Most companies develop a database of customers who can dikrimi e-mail. Among the companies e-mail distribution service, www.sparnet.com. Advertising via the Internet discussed in the book Strategy Advertising On E-Commerce World Top Companies.

Profitable business

Values are guidelines to act or act that comes from within ourselves, in the form of the principles of how to live and make decisions.Value, was first introduced by parents in childhood and then supplemented by teachers, religious beliefs, friends and social environment. Spiritual values, is now a foundation of individual behavior that is very important. Why is it important to know the values of an individual? Although it does not have a direct impact on behavior, values strongly influence the attitudes one. So knowledge about the value system an individual can give insight into the attitude-attitude.


With hem-known that different people value, managers can use the Rokeach Value Survey, which divides the values into two groups, namely the value of the instruments and the objectives that can be used to assess potential employees and determine whether their values align with the dominant values of organization. Performance and satisfaction of an employee will most likely be more mengaggap very important, imagination, skinfold hanging, and freedom will most likely be a bad fit value with an organization that seek compliance from its employees. The managers will be more likely mengahargai, with a positive rate, and share benefits to employees who fit within the organization, and employees will more likely be satisfied if they perceive that they are indeed appropriate. It defended the management who tried hard over the selection of new employees to find candidates who not only has the ability, experience and motivation to excel, but also an appropriate value system (compatible) with the organization's value system.Managers should be interested in the attitudes of their employees because of the attitude of giving warning of potential problems and because attitudes affect behavior.Karyawanyang satisfied and committed, for example, has came out and absenteeism rates are lower. If the manager wants the application to stop and absenteeism is reduced - especially among those who are productive employees - they will want to do things that will evoke a positive work attitude, writes Stephen Robbins in Organizational Behavior.The company is guided by the value of proven success in the long term. Grameen Bank is a company that puts value with his vision of a world without poverty. Grameen Bank founded by Muhammad Yunus has just one goal to extend credit for the poor in Bangladesh.The values inculcated Muhammad Yunus to the employee or his staff make the Grameen Bank grew rapidly. First time help group of mothers in poor bamboo craftsman, now has helped 46,000 villages in Bangladesh. Especially if the business is guided by the value of worship to God, then that business will gain a big advantage."God loves a person who is easy in the sale, purchase, payment and billing. Whoever gave the suspension to the person in distress (to pay the debt) or release him, then God will menghisabnya with a mild judgment. Anyone who receives re-purchase from people who regretted their purchase, Allah will cancel (delete) fault on the Day of Resurrection. "The words of the Prophet Muhammad.

Learning From Failure

Failure is a label that often we connect with an act that did not work and so applied, the label is making us say people who can not afford. This decreases our enthusiasm to be successful. At the moment we are still small, the failure has no meaning, because we do not have the concept of "failure". If we have the concept of failure, then we will not be able to speak, will not be able to write and not be able to walk. Due to speak, write and walk to go through countless failures. Likewise in the business world also can mimic our failure in childhood and we can learn from the failures.


Coca-Cola have failed in the first year sales. Sales conducted by placing a Coca-Cola in the beverage in the pharmacy and spent 73.96 dollars for the promotion through banners and coupon advertising. Failure to make Coca-Cola create awareness of the existence of other media, the mass media has more power than the other media at the time and promote Coca-Cola with the atmosphere of excitement.Matsushita to produce for the first time is a plug adapter. This adapter has actually proposed to her employer earlier but no response. To create this product, along with four companions Matsushita took four months. Once the product is finished, it turns out no one would buy this product.In 1993, Compaq at the time as the market leader in PC sales, through a price cut to compete with Dell. Dell Computer result suffered a loss of 65 million dollars in the first six months, which left almost bankrupt. Dell learned from this failure. He tried to find other ways to sell computers. Finally, Dell did a very fundamental change in business process re-engineering called. in business with the introduction of E-Commerce. In 1999, Dell to sell 1.7 million dollars per day on the website E-Commercnya. Shares of Dell rose 2000 percent in two years. Dell can compete with world class companies such as IBM, Compaq, HP, and Bell-Nec. Even the market share and profits continue to rise and eventually became the largest PC seller in the world.When I started the business with your friends, so I experienced repeated failures.Beginning with the failure of a Salesman Book I, telex Salesman by phone, and car salesmen lustres material. Primagama who only got 2 students in this campaign has done enough incentive. CV. Wijaya, the company that serves the car care service which eventually die. Likewise, starting a business center computer education "IMKI", only got 3 students and trusted by AMIKOM only 6 students. I'm with my friends trying to learn from failure, then make corrections and fix attempting to achieve success.

People of the World Self-actualization

Abraham Maslow examines the figures of the world is called exceptional people.These figures, among others, George Washington, Abraham Lincoln, Thomas Jefferson, Albert Einstein, Eleanor Roosevelt, Goethe, DT Susuki, Benjamin Franklin, William Russell, Jane Addams, William James and other world figures. These people are called actualized himself. The most universal and common characteristic of these figures is their ability to see life clearly, to see life as it is not according to their wishes, be patient, be more objective towards the results of their observations, personal desire not to mislead their observations, have kemampuanjauh in above average in terms of assessing people accurately and in a see through falsehood.Generally, the choice of their partner in marriage is much better than average, though not perfect.Thanks to their perception that powerful figures who are more assertive self actualization and have a clearer understanding of right and wrong. They are more apt predict events that will happen. The ability to efficiently view, assess more accurately the people who are "fully human" This was also seeping into many other life, such an understanding not just of people but on art, music, political issues and philosophy.Tersebutmampu figures penetrate and see the hidden realities are completely confusing and more tapat more agile than the average person.However, they have a humble nature, able to listen to others with patience, willing to admit that they do not know everything and want to learn from others. Other people will be able to teach them something. Powerful perception is partly born out of and in understanding better about yourself. This concept can also be described as an innocent character in children and lack of arrogance. Children often listen without preconceptions or judgments previously. Like children who view the world with wide eyes, away from criticism and without sin, observing the problem it is, without question the case or prosecute the case.God: "O Moses, do you understand why I am talking directly to you." Moses: "You are omniscient about it all." God: "I know every human heart, but never seen a more humble heart like your heart, that's why I speak directly with you". Demikialah word of God who narrated Kaa'ab Al-Ahbar.

virus entrepreneur

Currently a new uproar-gemparnya discuss the virus that causes bird flu and the consequences thereof, but we rarely talk about a virus that virus name entrepreneur. The virus must be injected from the small entrepreneur to make the State of Indonesia is superior.
If the virus is injected 5% of the entire population of Indonesia and the virus could be 5% of entrepreneurs, then Indonesia has exceeded Taiwan and Japan. Entrepreneurs in Taiwan is only 4.8% of the population, while in Japan to reach 4% of the total population. Indonesia, currently only 1.2%, still less with the Philippines, which entrepreneurnya already reached 1.5% of the total population. Education budget that is said in 2006, has reached 20%, how beautiful part is used to inject the virus of this entrepreneur.



Genesis Interestingly, I experienced when my child is sick. I bought drugs at the drug store owned by my friend, who happened to his wife's Chinese. When I was buying drugs at the drug store my friend, I am prepared to ask, because dilemari-cabinets and tables full of these drugs have a different box, which turned out to contain a few packs of cigarettes. "Ma'am Sampeyan kok kok drug sales also selling cigarettes?". My friend's wife smiled as he replied "Nah kok mas Yanto. Cigarette box is not I who have, but it is hers Diana ". Diana is her son who was still in Elementary school. That's how Chinese families to teach children business since childhood. So when his son was great, I believe, he will be skilled in the business world. Because the business school since elementary school with a capital of the parent box containing cigarettes. Chinese our brother, has been used to inject the virus to her child entrepreneur since childhood, so naturally when the soul entrepreneurnya above average.
I also give thanks to God, has been introduced by my grandmother's business since the third grade elementary school, which is selling kedondong. Virus entrepreneur who injected my grandmother was a sweet memory that I can not forget and is the first step I know the business world. Like a car which suddenly went silent, and after running the car never stopped until now, until the car was stopped by the Creator. Experience teaches that the first car moves, the most difficult, because the biggest obstacle, so many people who do not want to move the car and let the car remain stationary in place. But the car has been running resistance is relatively small compared with the stationary car. If a virus is to drive this car or entrepreneur virus is injected to the children currently in school or college, Insha Allah, Indonesia became a State that is not his match in the business world in this world.

source:msuyanto.com

Becoming an Internet Entrepreneur in the Media

The Internet is a network of computers connected globally, enabling users to exchange information through various channels. Thereby allowing users to do business with each other. All the world's richest entrepreneurs take advantage of the market called the Internet. There are a number of reasons why the companies they target the Internet market. First of all, the audience began to move into Internet television. Since they moved the media ads must follow, assuming that the goal of any marketer is to reach its target audience effectively and efficiently. Marketers recognize that they have to adjust its marketing plan to pursue a continued increase in the number of people who spend time in front of online media, often by leaving the other media.


Second, to target the Internet market with ads that can be updated every time with minimal cost: because the ads can appear on the internet is always new. Third, the Internet market to reach potential buyers in a number of very large in the global count.Fourth, the cost of online advertising is sometimes less expensive than television advertising, newspaper, or radio. Media advertising of the latter it becomes more expensive because it is determined by the space that will be used, how many days (time for) the ad will be loaded, and on how many television stations and local or national newspaper advertising will be installed. Fifth, advertising on the internet can efficiently use the convergence of text, audio, graphics, and animation. Sixth, the Internet itself is growing rapidly. Seventh, you can create an interactive advertising and targeted on specific groups and / or individuals.Research conducted in the fall of 1996 found that three-quarters of users of personal computers (PCs) will leave the television and spend time in front of their computers.The move from television that the amount of it seems very impressive. In addition to this fact is that Internet users are educated people and have a very high income, so even become logical if concluded that Internet explorer is a target that has been envisioned by the marketers.Beginning in 1998, this characteristic has convinced a large company that produces all the needs of consumers to start shifting advertising budgets from traditional media to Internet advertising. Toyota made an obvious example of such efficacy of the Internet. Saatchi and Saatchi, a leading advertising agency, developing Web sites for Toyota (www.toyota.com) and put a very attractive banner ads on popular sites, like www.espn.com. Within a year, the site can match made 800 sales of Toyota's other sources of sales.

Product Speed Internet

The fourth step in selling products on the internet is to understand the price of the products we sell and the number of products sold within a certain time. Relations between them are usually referred to as product velocity. More and more products we sell, the greater the velocity of his product. We can make the relationship between price and amount sold each week. Usually the greater the desire to sell in large quantities, then we should set a lower price, otherwise the higher the price that we set the less the number of products we can sell.


Average Sales Price can also be narrowed by stating in an item that contained the so-called Stock Keeping Unit (SKU) which is a term often used by retailers off-line to indicate a unique item in the inventory. For example, Seller A has three red shirt two sizes XL and L size of the blue with no one fruit, then SKUnya only two, namely SKU1 is a red shirt (number 2) and SKU2 is a blue shirt (number 1) . Key concepts to be understood without having to work on campaigns or do something special demand in the market or putting the various SKUs are fixed, will not alter the demand in a period of 30 days to 60 days. Other variables that work is a quote, then we must also control the supply, although this offer is also controlled by our competitors. This information is a weapon we can use to make important decisions based on our goal.For example, Seller A sells 10 units of SKUs per month at $ 150. Seller A has a target to increase profits each month. SKU cost on a volume of 40 units cost $ 100, but if it can increase sales of more than 100 units per month, costs SKU down to $ 85. Then this information can be made a variety of scenarios. The first scenario focuses on high margin, we sell for $ 150 which sold 40 units at a cost of $ 100, then the gross margin ($ 150 - $ 100) x 40 = $ 2000. The second scenario focuses on the margins are, we are selling at $ 120 sold 80 units at a cost of $ 100, then the gross margin ($ 120 - $ 100) x 80 = $ 1600. The third scenario focuses on low margin, we sell for $ 100 sold 160 units at a cost of $ 85, then the gross margin ($ 100 - $ 85) x 160 = $ 2400. By understanding the speed of product / pricing and testing enables us to get the estimated number of SKUs that we can sell and what we expect vulume. By estimating the price and volume of our products will help to prepare the product resources and be able to predict the margin we earn each month. If the product is not made by us, then we can negotiate on price with the source of our products at a price based on sales volume.