Member companies of SORAP offer turnkey services adapted to address a specific business development issue, offering the benefit of their know-how and cross-disciplinary expertise to assist commercial and marketing clients upstream and downstream of their analysis, allowing them to focus more on their core business and using their vast resources in recruitment, training, management, and the analysis of operations data, to provide the best-performing field systems.
Present in all types of circuits, the aim of the actions of a sales force is to boost the sale of products and services of the client.
These actions bring together specific operations (targeted prospecting, product launches, promotional and seasonal activities) and permanent operations to complement, or in lieu of, the sales forces of manufacturing companies. These operations are commonly referred to as auxiliary or outsourced sales forces.
The services provided by sales forces are in response to a number of objectives:
- Prospecting and increasing turnover from B2B clientele
- The sale of products via all distribution channels
- 4P action in distribution
- The negotiation of promotional or seasonal operations
- Training and information
- Any other mission that improves the sales performance of a business in its market.
These measures are carried out across all types of channels and distribution networks: the pharmaceuticals network, the automobile network, major retailers (supermarkets, hypermarkets, etc.), specialist distributors (DIY, gardening, telephony, etc.), but also in all circuits (historical businesses, service stations, news agencies and tobacco stores, CHR, etc.) and in business (SME/PME), in people’s homes, and in the classroom.
The supply of sales personnel is a veritable contribution for the client. The sectorial and global expertise of the service provider, as well as flexibility in the execution of additional actions, are strategic factors that allow clients to improve their sales performance and optimise their organisation.
Example of missions entrusted to a sales force
The manufacturer of telephone “A” is a leader in its sector, and generates much of its annual turnover through distribution channels such as hypermarkets, but also through the specialist boutiques of mobile operators. This environment is characterised by the technical nature of its products, as well as the professionalism of its stockists, connoisseurs, and enthusiasts.
Therefore, this client requires a permanent, multi-skilled sales team.
These sales and marketing people must be able to influence the “sell-in and sell-out” of this brand by training distributors’ permanent sales teams, but also and above all negotiating with the managers of these boutiques on the presence in-store, the organisation of events, and promotions to boost the visibility of this brand and its flagship products, together with advertising campaigns.
Reports by these sales and marketing people will be included in a CRM tool that will allow the marketing and sales teams of the service provider and, in particular, the client of manufacturer “A” to consolidate all information of assistance in decision-making.
Apart from this permanent sales team, manufacturer “A” will also be able to request one of our members for a specific product launch or seasonal initiative.