IAL 2402: Airlines Sale Strategies Class 1: Introduction to Airlines Sale Strategies

Lecturer Info.

Rule of the House Mobile phone must be in silence or turn off (no conversation) Good looking uniform (please put your shirt inside your pant or skirt) No talking during lecture Great to participate along the class Be happy and have fun ## Please help me to follow those rules

Mark Allocation Final Exam 30% Mid Term Exam 20% Participation 10% In Class Activities 10% Term Project + Presentation 20% Infographic 10%

Learning Obj. Introduce you to the field of sales management and strategies Identify and discuss key trends affecting sale organization Present a general overview of the sales management process The key external and internal environment factors

What is sale?

Bottom Line Small business is GOOD Business Big Business is growing very fast Selling with big volume or value Hard sale or normal sale Direct sale or indirect sale Online or Offline

Sale Management in the 21st Century Sale management are undergoing dramatic changes. This challenges are being driven by several behavioral, technological, and managerial forces. Salespeople and those who manage them realize these changes affect ever aspect of sales management and strategies.

Sale Management in the 21st Century The reinventing of sale organization Building long term relationship with customer Creating sales organizational structures that are more nimble Gaining greater job ownership and commitment from salespeople Shifting sale management style from commanding to coaching Sale success from technology Integrating salespeople performance evaluation

Innovation based sale management Transactional Selling has dominance this world of selling for many years!!! Sale and Go: Selling the product and get money from buyer.

Innovation based sale management Today, RELATIONSHIP SELLING approaches as customer realize there are benefits in building relationships between themselves and their seller.

Relationship Selling

Relationship Selling Experiences Which is the restaurant got good relationship with customer? Which mobile phone brand fulfill customer demand? Which low cost airline earn best relationship with passenger?

Key Component in Sale Management success LEADING VS. MANAGING Traditional TOP-DOWN bureaucratic style which is leading not managing. Today is more competitive environment: Leading to Flexible approach to sale management Less bureaucratic Managing not leading Cheerleader and Coaching Empowering salespeople

Global Focus of Sale Strategies Growth opportunities in Domestic and International (AirAsia X, Nok Scoot, Thai Vietjet) Some company growth in International more than Domestic (Air Asia) Global Market approach is more important in this century Global environmental differences (Culture, Behavior, legal)

What is involved in sales management Selling process Sale management process

Selling skill always require to make the better sale Selling process Imagine of selling process!!! Think about when you sell product online and offline Selling skill always require to make the better sale

Sale management process The process of effective management of a company’s sale force, involve three interrelated sets of decisions or processes. The FORMULATION of a sale program (should considering the environmental factors) The IMPLEMENTATION of the sale program (selecting appropriate sales personnel and designing and implementing approaches) The EVALUATION and CONTROL of the sale program (developing methods for monitoring and evaluating sale) Formulation Implementation Evaluation and Control

Environmental factors impact success in selling External and Internal environmental factor influence in 4 basic ways Environmental force Environmental variables and change Changes in the environment can create new marketing opportunities Environmental variables are affected and changed by marketing activities

External environment Discussion on PESTEL

Internal Environment Discussion in Internal Environment Goal, Objectives, and Culture R&D Organization Capabilities Production and Supply Chain Financial Resources People Discussion in Internal Environment

Discussion: The impact of environment to sale strategies What do you think???? Lets make a group Write down group name (Creativity one) Your name, ID, Group, Mobile phone Prepare for next week: Drawing paper, color pen or pencil