N5 Sales Management


– Negotiate the terms of sale: deposit, monthly instalments, interest rate, period of hire purchase.


– Role is sometimes referred to as purchasing manager. – Top management is normally buyers if the product is complicated and expensive, for example network infrastructure.


• Gatekeepers – Control flow of information in and out of the business to persons in the buying team. – For example, a secretary restricts salesmen from making direct contact with users or influencers.


It is important that the salesperson adapts his sales presentation to the perceptions, preferences and needs of each individual member of the buying team in order to close a transaction.


Users, influencers and final decision makers are the people a salesperson wants on his side. Users and influencers will test the product while final decision makers are the ones that will select the supplier according to what the influencer experienced.


VIDEO: B2B buying centres explained http://www.youtube.com/watch?v=wsk6jKr4nk0


Practical examples Example 1


Business-to-Business Sales


1. A salesperson who is selling signage to industrial organisations must realise that the following people can be on a typical buying team and that they all have different needs that he must address accordingly: • The managing director:


• The financial director:


would be interested in best value for money, the best price, lowest interest rate


• The human resources manager: might be concerned that signage used in the factory is understood by illiterate workers


• The safety officer:


would want to know whether the signs would help safeguard the NOSA Five-star Rating.


2. Dischem needs a new network infrastructure (connecting all the branches with customers’ prescription details, stock details etc.). Customers want to be able to get their prescription medicine at any branch.


Who will be part of the buying team? • The IT expert in Dischem, for example, IT manager • Chief Information Officer (CFO) • Financial Manager • Technical engineer • Secretary


Who will fulfill what role?


might want to enhance corporate image, therefore he wants the signage to be manufactured in the business’s corporate colours


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