LEADERSHIP INSIGHTS

New Management Techniques Available to Enhance Sales Performance

James Askew
James Askew
Board Director & CTO | Fri 28 Nov
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New Management Techniques Available to Enhance Sales Performance

As 2014 draws to a close, plans to make the most of 2015 are being made. Sound knowledge of sales is imperative to business success, something the 10 new techniques available on KnowledgeBrief's Learning Platform outline in a succinct and easily digestible format.

The new techniques available are:

  1. Customer Relationship Management Technology: The concept explains the importance of CRM for building and managing successful customer relationships. It describes the key components of modern CRM technologies and provides a summary of the strengths and weaknesses and what measures can be used to monitor the implementation of this technology.
  2. Franchising: Franchising is an important business growth strategy and marketing system that can boost turnover without the need to increase assets. The concept explains the advantages and drawbacks of this strategy and describes how some of the world’s most iconic brands have built successful franchising businesses.
  3. Multilevel Selling: Multilevel selling is a marketing sales system that focuses on using independent distributors. The concept discusses the advantages and drawbacks of this approach and explains how to build multilevel sales channels effectively.
  4. Narrowcasting: Narrowcasting is an important technique in broadcasting and advertising. The concept uses illustrative case studies from across different industries to explain how narrowcasting can be used to target niche audiences to increase sales and build brand loyalty.
  5. Need Satisfaction Selling: Understanding customer needs is paramount to delivering a great sales experience. The concept elucidates the key factors for implementing needs satisfaction selling and how sales people can engage customers effectively to build trust and loyalty.
  6. Relationship Selling: The concept explains how organisations should leverage relationship selling to build strong, enduring relationships with customers. It describes the process of effectively aligning customers with company offerings and details the strengths and limitations of relationship selling as a marketing technique.
  7. Scientific Retailing: Scientific retailing is all about improving the customer experience through technological advancements - in-store and online. The concept explains the strengths and limitations of scientific retailing and provides illustrative case studies of retailers in different industries that have successfully used these tools and methods.
  8. Search Engine Optimisation: Search engine optimisation (SEO) is an essential technique to enhance the visibility of an organisation’s website. The concept uses real case study examples to highlight the benefits of SEO and provides practical implementation advice and measures for assessing the success of an SEO strategy.
  9. Social Media Management: Social media management is an essential activity in all modern organisations. The concept explains how to fit social software and social strategies around core business problems and uses case study examples from across different industries to highlight how firms are executing their strategies.
  10. Social Media Marketing: The concept explains how organisations can leverage social media marketing to build relationships with new and existing customers. It describes the different strategies for implementing social media marketing and the associated strengths and limitations.

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