Introduction
In the contemporary world, the internet has changed the business environment. Moreover, the firms are compelled to remain productive and ascertain their survival. The internet is a kind of international; information infrastructure of computer hardware and software that are identified as both open and general. The terminology ‘open’ highlights that the internet is publicly available. The internet emphasizes that it is simply a network of networks. Furthermore, the internet is a quickly growing issue. The number of consumers that propose that the internet has substantial effects on the sales and selling management.
The present existence of the internet as a commercial medium is based on the capability to allow global sharing of information and its resources and its likelihood to offer a useful channel for advertising, marketing, and direct distribution of particular goods and information services. The internet has been perceived by many businesses and companies as the second most significant new marketing medium since television. The advertisers have used the internet to enable the firms and corporations to identify their clients, conduct client segment, socialize them and then customize the programs that will enlighten customer satisfaction and loyalty. Additionally, the internet has transformed the mechanism of conducting business operations around the world. The paper will seek to address the effects that are associated with the effect of the internet on sales management and selling.
McColl & Truong (2013) believe that the Internet has radically changed the way companies do business. For instance, it can be used as an effective business-to-business tool to increase collaboration. Therefore, the main problem statement this paper answers is what is the effect of the Internet on Sales management?
Proponents of the effect of the internet on the sales management and selling argue that the internet has taken the business to another step. Moreover, they view that the traditional methods of advertising did not exploit effectively the notion advertising such as word of mouth advertising has been substituted by revolutionary communication model that the internet offers. The earlier marketing method tends to be restrained in their effectiveness to showcase sales management. In the internet arena, the companies and corporations are viewing the transaction perspective of selling being more and more automated via advanced systems such as business to business portals. The development of such portals has been useful in highlighting the benefits of the internet on the sales management and selling.
Some persons view that particular category of provider’s participation in a market that is characterized by distribution costs that decrease to zero. Zorko (2015) believes that the internet technology is focused on confirming that the parameter of cost saving is the most vital one. Nonetheless, the mass communication is simply real-time and does not involve any costs and expenses. For instance, the privacy and confidential pages that are entailed in the company’s social media ensures that it minimizes its resources (Zorko, 2015). These companies have added the forum pages on their websites that the clients can discuss among each other to reach a viable solution. Though, if the feasible solution is not attained, then the employee will be tasked to answer the question, and this saves the company’s resources (ibid).
Marshall et al., (2012) assert that the internet has made it easy that a company that is large enough to streamline its process from a remote location. The pre-internet era manages workers in numerous areas, and this proves difficult and expensive. Therefore, the managers will command making repetitive trips to visit area while meetings could be held in a teleconference. With the Internet evolution, it's likely to manage people in numerous locations via email communication and video conferencing (ibid).
Some individuals assess that the internet is beneficial because it allows the emergence of a free market that is characterized by eradication of marketing costs and constraints that are derived from the traditional modes of sales management and selling. Therefore, the conversation between the clients and manufacturers becomes easy because it is a face to face one. In my view, the modern channels such as the internet are mostly preferred because they substitute the ancient ways. Zorko (2015) argues that the removal of trade constraints encompasses the removal of organizations or business process layers that are objective for particular transitional steps in a value chain. Hence, the companies realize huge annual turnovers while charging lower prices if the goods are sold directly to consumers or in a market that includes less number of intermediaries. Therefore, a mutual benefit between the buyer and seller evolves (Zorko, 2015).
Supporters propose that the selling functions are shifted from the retailer to the client via the fill-out forms and e-ordering. Therefore, the firm attains the capture of the client database which can approach as a more customized marketing tactic. Nevertheless, the clients’ database will be effective in identifying the clients’ issues and suggesting solutions of the relational element of the transaction. Zorko (2015) narrates that the use of aggressive internet advertising, promotion, and customer services become an instrument in the company realizing its marketing aims and objectives. The direct marketing channels are affordable by the majority of the business compared to the traditional ones.
The internet is beneficial because they bring communication and convenience within the firm. Marshall et al., (2012) contends that the accessibility to the internet makes life more convenient irrespective of the industry. The Internet adds convenience to the property buyer and agent. For instance, the agent can search the remaining portfolios of properties that he sees potential to the customer while the client can review the houses and identify the photos and features to examine whether the individual viewing is worth their time. The evolution of the internet has lessened the issue and made it easy to complete the task on time (Marshall et al., 2012). On the other hand, the effect of the internet is that it makes communication easier among the parties in the business. In the ear of the non-existence of the internet, a salesperson is required to call the client and confirm that they are satisfied with the needs sold to her. The emergence of the internet has allowed the communication channels to become diverse via the emails and websites (ibid).
The internet is beneficial because it upholds responsibility and manageability in the sales department of multinational companies. The Internet offers the sales professionals a convincing argument that they are more accountable to the clients. Contra wise, if a customer is notified that are rival is retailing the product at a particular price, the client will assess the price with ease online. Being honest is crucial because it enables the individuals to understand more about the issues of the company. The business owners should deliver the message to the employees in an honest way that they can research the specifics.
Some persons perceive that the internet is a cost in ensuring the upholding of the client’s confidential information. In addition, the sales and marketing department contain vast amounts of information based on their clients. The information si purposely directed a ensuring the progress of the selling practices. Though, the privacy can be infringed without the customer conscience. The salesperson is designated to affirm that the client’s privacy has adhered to the rules. In business, the seller-buyer associations based on trust. Infringement of the client’s confidential information may result in higher costs to the firm.
Conclusion
As exhilarated above, I view that my best solution is that the notion that the internet solves the issue of trade barriers which creates mutual benefits between the buyer and seller. The changing dynamics between the buyers and sellers are driven by the societal trends that affect us all. Notwithstanding, there is the removal of trade barriers. The spread of information, the mobility of the labor force, ease of communication, convenience and manageability the way in which firms operate. A preferable principle is that the firms should attach value to the clients business, and this will trigger the vendor of preference. Vendor of preference will imply that the sales departments ion the companies should alter their corporate culture. Thus, the firms should be client-oriented with creating emphasis on the individuals and procedures that are aligned with her central purpose of adding value. I feel that the companies should shift from stressing on price and delivery to the ease of use. The order taking, technical support, and technical expertise are often stirred by other members of a cross-functional client team.
References
Marshall, G. W., Moncrief, W. C., Rudd, J. M., & Lee, N. (2012). Revolution in sales: the impact of social media and related technology on the selling environment. Journal of Personal Selling & Sales Management, 32(3), 349-363.
McColl, R., & Truong, Y. (2013). The effects of facial attractiveness and gender on customer evaluations during a web-video sales encounter. Journal of Personal Selling & Sales Management, 33(1), 117-128.
Zorko, T. (2015). Utjecaj tehnologije na razvoj oglašavanja (Doctoral dissertation, University North. University centre Koprivnica. Department of Business and Management in the Media.
