Jai Prakash Ltd., was running into losses for the past few years. The company appointed a consultant to look into the reasons for the loss. The consultant after analysing everything framed a sales strategy which helped the sales force spend time targeting the correct customer at the right time. This helped the company to revive their profits within a few months. Explain the types involved in this strategy.

Question

Accepted Answer

The consultant framed a **sales strategy** for Jai Prakash Ltd. A sales strategy consists of a plan that positions a company's brand or product to gain a competitive advantage. Successful strategies help the sales force focus on target market customers and communicate with them in relevant and meaningful ways.

The two basic types of sales strategies are:

1. **Direct sales strategy:** In this approach, salespeople attack the competition head on when talking to the customer. They talk about each feature of the competitor's product and compare it to theirs. The term "negative selling" refers to this direct sales approach.

2. **Indirect sales strategy:** This approach applies more subtle techniques by demonstrating features and benefits not available with the competitor's products or services without ever mentioning them by name. This more sophisticated, positive sales strategy requires research and analysis of the competition.