What are the emerging sales trends in the new economy?

In a recent research survey, where i read,  of over 400 sales managers, 87% admitted their professionals were too tactical. Selling professionals by nature are tactical. Yet, tactics are not the best use of time and resources. The new era requires that selling professionals become more strategic in their account management and account planning. I beleive, the research professional of tomorrow requires a tenacious desire for research. Sellers will require comprehension of competitive forces, industry demographics, and changing political and economic areas as well as technological changes. Rather than simply selling vertical products and services, future account management requires applying the value proposition to the enterprise.

With consumers becoming more demanding, selective and willing to spend if they get their choice of product or service, companies have started providing them personlized service. A shoe compnay in Finland makes shoes as per physical requirement of the consumer. They don't have any typical outlet which stores shoes. What they do is to take measurement off consumer's foot by a machine which is embeded with the software which shows designs on computer taking all best comfort is consideration. Consumer selects the design on screen and then company gets leather from Italy, get the shoe made in Estonia and delivers at consumers doorstep. Bridgestone is now focussing more selling service to the truck fleet owners than selling them just tyres. What they do is to lease the tyres to transporters, installs a chip in the tyre, which tracks that whether truck has been driven on optimum spead or not, whether truck was carrying more weight than permitted level, identifies whether truck has been driven with all given instructions or not. And the lease charges depends on all these points. An Online Tution Portal in USA works on a model where student can choose his or her tutor from any part of the world, can choose to study subject according to their choice, timing can also be according to their  choice and all this at $99 per month.

I see this as the future of sales.   

Drew steven is not tooo correct as he written in his artical

Not surprisingly, the highlights include low leverage (low debt), smaller projects in secure, employment-oriented markets. Also interesting is their recommendation of places to shy away from:

Avoid:

• Midwest manufacturing centers—automaker travail deflates interest to new lows;
• Secondary and tertiary cities—anywhere you can’t fly direct to from the global pathway centers;
• Hot-growth bubble-burst markets, which collapsed under plunging prices.
• Fringe areas

I believe that customers are the lifeblood of every organization. Competitive differentiation stems from the perceived customer value. Therefore Customer service are extended internally and externally and are relied on people, processes, and physical evidence. Selling professionals and peers are to employ a true customer orientation, from answering telephones to returning phone calls. Procrastination and avoidance are grounded for termination as organizations attempt closeness with customers. Also, processes are made efficient and client-friendly. Lengthy forms and waiting times only add frustration because Clients make decisions within the first twelve seconds.

To my knowledge, Selling professionals are experiencing a cultural shift in their respective account bases. It is vital for all selling professionals to think globally and act locally. The current economy is morphing faster than in the days of both immigration and the Industrial Revolution. We now do business with communities and nations that we had never heard of ten years ago. Selling representatives must be cautious about words, dress, linguistics, and even electronic communication. Anything said or written can be misinterpreted. Tomorrow’s selling professionals must begin the study of international cultures and languages. The acquired knowledge assists professionals to communicate articulately with global clients, which provides better relationships. Gaining a better understanding of business etiquette, linguistics, mannerisms, and culture enables selling professionals to diminish barriers and gain better insight into client issues. Moreover, the ability to engage cross-culturally enables selling professionals to competition-proof their capabilities.