Company Orientations Cash Flow Quadrant Organizational v.s. Consumer Buyer Behavior The Nature and the Roles of Sales.

Presentasi berjudul: "Company Orientations Cash Flow Quadrant Organizational v.s. Consumer Buyer Behavior The Nature and the Roles of Sales."— Transcript presentasi:

1 Company Orientations Cash Flow Quadrant Organizational v.s. Consumer Buyer Behavior The Nature and the Roles of Sales

2 The nature of sales Market berisi produsen dan calon pembeli. Tapi keinginan mereka akan pemenuhan kebutuhan tidak secara otomatis dapat saling cocok. Diperlukan usaha untuk mempertemukan kecocokan berbagai pihak. Inilah awal mula munculnya “marketing” dan “sales”.

3 Merupakan gerbang penghubung langsung antara perusahaan dengan customer. Sumber kedatangan cashflow (in flow /profit) bagi perusahaan, sehingga karyawan bisa digaji. The roles of sales Kadang sekaligus juga berperan sebagai customer educators.

4 Sales Oriented Company Marketing Oriented Company Company Orientations

5 Sales Oriented Company ProductionSalesCustomers Emphasis on Company Needs Supply base Ford Motor, 1920 : Anda boleh pilih mobil warna apa saja, asalkan itu hitam

6 Sales Oriented Company (Struktur Organisasi) ProductionSalesFinanceHRD Field Sales Forces Sales Office Administration Managing Director Advertising Market Research Publicity Marketing

7 Marketing Oriented Company Customer NeedsProductionSales Emphasis on Customer Needs Research base Industri mobil, 1970 akhir: Anda boleh pilih mobil warna apa saja, akan kami sediakan.

8 Marketing Oriented Company (Struktur Organisasi) ProductionFinanceHRD Managing Director Marketing New Product Development Sales Field Sales Forces Sales Office Administration Advertising Market Research Publicity

9 Relation Marketing and Sales

10 Facts A company usually has 1 secretary for each managers tens/hundreds of salesmen There are many secretary academy How many salesman academy?