1. Slide 1

2. Slide 2 The Structure of Organisations & Finance Sales & Marketing 1

3. Slide 3 Sales & Marketing We all sell…………..

4. Slide 4 Sales Interfaces Salesperson Support Engineer Bid Manager Proposal Writer Technical Authors Call centre agents Web designers Accounts Production Switchboard Operators Customer Facing people

5. Slide 5 Sales & Marketing Satisfy Needs Importance to Organisation Position in Organisation Difference between Sales & Marketing

6. Slide 6 Needs Food & Water Clothes Friendship & Love Status & Position

7. Slide 7 Selling to satisfy needs Consumers –Food –Drink –Designer Labels –Flash cars Business –Return on Investment –Look “business-like” –Early Adopters –Best Fit – Price/Performance

8. Slide 8 Types of Business Business to Consumer B2C Business to Business B2B

9. Slide 9 Channels Direct Sales force –Face to face –“Commercial Traveller” Indirect Sales force –Call Centre Agent Wholesale Distributor Dealerships Retailers Mail Order Internet

10. Slide 10 The Organisation Chairman Managing Director Finance Director Marketing, Sales & Marketing, Sales Director IT Director Production Director Personnel Director

11. Slide 11 Sales and Marketing Sales –Very Measurable –Still individualistic –Short Goal Orientated –Some computerisation –Some process Marketing –Cloudy to say the least –Behind the scenes –Strategic –Computerised –Highly processed