Sales For Startups- Prof. Ramesh Venkateswaran-March 08

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Information about Sales For Startups- Prof. Ramesh Venkateswaran-March 08
Business & Mgmt

Published on March 10, 2014

Author: NsrcelIimb

Source: slideshare.net

Description

Sales is arguably the most important function in any Startup. Whether online, or a traditional brick-and-mortar business, or a combination of both, Sales is key for success of any Start-up. As founder member, you need to understand sales and how you should use salespeople productively and efficiently.

SALES 4 STARTUPS RAMESH VENKATESWARAN 8 March 2014 1 Ramesh Venkateswaran

CURRENT ENVIRONMENT – CHANGING THE PLAN TODAY MARKET THE PLAN PLACE • Some Competition basics of selling • Speakers – • Global competition key sales lessons •Panel discussion • Shorter Product life cycles • Q & A and • Blurred boundaries – • product alternates and technologies eg. Steel/ • Wrap up Al /paper/plastics / paper ….. 0108 2

WHY DO ORGANISATIONS EXIST ? WHAT IS SELLING ALL ABOUT ? WHY AND WHEN PEOPLE BUY AND WHAT ARE THEY REALLY BUYING ? June 08 3 Ramesh Venkateswaran

THE CURRENT SCENE IN THE FLAT WORLD  Globalization – no boundaries  Basic products - identical  Commodities are technologized ; technologies are commoditized  Communication  Awareness and education levels  Changes in attitudes , expectations – promiscuous 4 Ramesh Venkateswaran

WHY DO ORGANISATIONS EXIST ? WHAT IS SELLING ALL ABOUT ? WHY AND WHEN PEOPLE BUY AND WHAT ARE THEY REALLY BUYING ? June 08 5 Ramesh Venkateswaran

SOME THOUGHTS ON SALES • Concept •Selling • Value • Price 6 Ramesh Venkateswaran

What is my product ? What is it supposed to do ? Basic requirement for selling – need ? June 08 7 Ramesh Venkateswaran

THE CONCEPT June 08 8 Ramesh Venkateswaran

THE CONCEPT • Why • What • How • For Whom June 08 9 Ramesh Venkateswaran

Possible situations for offering June 08 10 Ramesh Venkateswaran

June 08 11 Ramesh Venkateswaran

A more convenient shopping experience than crowded big box stores where the staff routinely ignored customers. …. The company’s ability to personalize a version of the website for each shopper based on his or her previous purchases. ……. Everyone would one day use the Internet at high speeds , not over screeching dial up modems and that the infinite shelf space of the Web would enable the fulfillment of the merchandiser’s dream of the everything store – a store with infinite selection The Everything Store : Brad Stone The EverythingStore : Brad Stone - p 41

Every time a new feature or product was proposed, he ( Jeff Bezos ) decreed that the narrative should take the shape of a mock press release. The goal was to get employees to distill a pitch into its purest essence, to start from something the customer might see. Bezos didn’t believe that anyone could make a good decision about a feature or product without knowing precisely how it would be communicated to the world and what the hallowed customer would make of it. The Everything Store : Brad Stone The EverythingStore : Brad Stone - p 176

THE CHANGING ENVIRONMENT

Today tech companies are becoming like other enterprises While Other enterprises are becoming more tech enabled and dependent Ex: Need to understand implications of the adoption / diffusion cycle both from point of view of product and market / buyers

Addidas I - Microprocessors • 5 million calculations per second • Adjust the heel and sole for off road, trail running , pavement etc. Ramesh Venkateswaran

Gillette Razor Ramesh

Gillette Razor • 5 blade shaving surface technology • 1 Precision Trimmer • Battery operated • Auto switch off after 8 seconds accidental activation • Low battery indicator – when to change battery Ramesh Venkateswaran

Value – what’s that ? What is your product expected to do ? June 08 23 Ramesh Venkateswaran

TO PUT IT SIMPLY OUR PRODUCT CUSTOMER

TO PUT IT SIMPLY OUR PRODUCT CUSTOMER

TO PUT IT SIMPLY OUR PRODUCT VALUE ? CUSTOMER

TO PUT IT SIMPLY OUR PRODUCT COMPETITOR CUSTOMER

TO PUT IT SIMPLY CUSTOMER A OUR PRODUCT C B COMPETITOR

TO PUT IT SIMPLY CUSTOMER A B C OUR PRODUCT COMPETITOR

June 08 30 Ramesh Venkateswaran

To Conclude: SALES EFFECTIVENESS June 08 31 Ramesh Venkateswaran

Quality Effort Quantity Direction Results

WHAT IS PRICE ? Competitive Analysis • Differentiation Consumer Analysis • Segmentation Product / Service Positioning Marketing Strategy • Product • Communication • Distribution Competitive Offerings Perceived Customer Value Price Cost Profit 33 Ramesh Venkateswaran

Thank You !! June 08 34 Ramesh Venkateswaran

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