Sales Agents

Source : http://en.wikipedia.org/wiki/Sales

Agents in the sales process can represent either of two parties in the sales process; for example:

1. Sales broker or Seller agency or seller agent: This is a traditional role where the salesman represents a person or company on the selling end of a deal
2. Buyers broker or Buyer brokerage: This is where the salesman represents the consumer making the purchase. This is most often applied in large transactions.
3. Disclosed dual agent:This is where the salesman represents both parties in the sale and acts as a mediator for the transaction. The role of the salesman here is to oversee that both parties receive an honest and fair deal, and is responsible to both.
4. Transaction broker: This is where the salesperson doesn't represent either party, but handles the transaction only. The seller owes no responsibility to either party getting a fair or honest deal, just that all of the papers are handled properly.
5. Sales outsourcing involves direct branded representation where the sales reps are recruited, hired, and managed by an external entity but hold quotas, represent themselves as the brand of the client, and report all activities (through their own sales management channels) back to the client. It is akin to a virtual extension of a sales force (see sales outsourcing).
6. Sales managers: qualified and talented sales managers aim to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume. They are also responsible for coordinating the sales and marketing department as well as oversight concerning the fair and honest execution of the sales process by their agents.
7. Salesmen: The primary function of professional sales is to generate and close leads, educate prospects, fill needs and satisfy wants of consumers appropriately, and therefore turn prospective customers into actual ones. Questioning - to understand a customer's goal and requirements relevant to the product - and the creation of a valuable solution by communicating the necessary information that encourages a buyer to achieve their goal at an economic cost comprise the functions of the salesperson or of the sales engine (for example, the Internet, a vending machine, etc). A good salesman should never mis-sell or over-evaluate the customer's requirements.

Sales and Sales Techniques

Source :
http://en.wikipedia.org/wiki/Sales


Asale is the pinnacle activity involved in the selling of products or services in return for money or other compensation. It is an act of completion of a commercial activity.

Sales techniques

1. Direct sales, involving person to person contact
2. Pro forma sales
   
3. Agency-based
   • Sales agents (for example in real estate or in manufacturing)
   • Sales outsourcing through direct branded representation
   • Transaction sales
     
   • Consultative Sales
     
   • Complex sales
     
   • Consignment
     
   • Telemarketing or telesales
   • Retail or consumer
4. Traveling salesman
   
   • Door to door methods
     
   • Hawking
     
5. Request for proposal – An invitation for suppliers, through a bidding process, to submit a proposal on a specific product or service.
6. Business to business – Business-to-business sales are much more relationship-based owing to the lack of emotional attachment to the products in question. Industrial/professional sales involves selling from one business to another.
7. Electronic
   • Web – Business-to-business and business to customer
   • Electronic Data Interchange (EDI) – A set of standard for structuring information to be electronically exchanged between and within businesses
8. Indirect, human-mediated but with indirect contact
9. • Mail order
   • Vending machine
10. Sales methods:
11. • Selling technique
      
    • Consultative selling
      
    • Sales enablement
      
    • Solution selling
      
    • Conceptual selling
      
    • Strategic selling
      
    • Transactional selling
    • Sales Negotiation
    • Reverse Selling
    • Paint-the-Picture
      
    • The take away
      

Business Risk

Source :
http://www.investorwords.com/631/business_risk.html
http://www.investopedia.com/terms/b/businessrisk.asp
http://www.wisegeek.com/what-is-a-business-risk.htm

• Risk associated with the unique circumstances of a particular company, as they migh affect the price of that company's securities.
• The risk that a company will not have adequate cash flow to meet its operating expenses. A company's risk is composed of financial risk, which is linked to debt, and risk, which is often linked to economic climate. If a company is entirely financed by equity, it would pose almost no financial risk, but, it would be susceptible to business risk or changes in the overall economic climate.
• A business risk is a circumstance or factor that may have a negative impact on the operation or profitability of a given company. Sometimes referred to as company risk, a business risk can be the result of internal conditions, as well as some external factors that may be evident in the wider business community.

When it comes to outside factors that can create an element of business risk, one of the most predominant risks is that of a change in demand for the goods and services produced by the company. If the change is a positive one, and the demand for the offerings of the company increase, the amount of risk is decreased a great deal. However, if consumer demand for the offerings decreases, either due to loss of business to competitors or a change in general economic conditions, the amount of risk involved to investors will increase significantly. When a company’s risk factor is considered to be increased due to outside factors that are beyond the control of the company to correct, chances of attracting new investors is severely limited.

Internal factors may also result in the development of significant business risk for the investor. Often, these are factors that can be identified and corrected. If flagging sales can be attributed to an ineffectual marketing effort or a sales force that is not performing up to expectations, making changes in the marketing approach or restructuring the sales effort will often result in minimizing the perception of business risk on the part of potential investors. The same is true if a company’s manufacturing facilities are not operating at optimum efficiency. Revamping the operational structure of the plants and facilities will decrease the element of business risk and result in higher profits at the same level of production and sales, which will in turn make the company more attractive to potential investors.

In general, any investor will consider the relationship of a company’s securities and the business risk associated with the company before choosing to invest in the future of the corporation. While there is an element of business risk associated with any corporate operation, proper management will result in creating a balance between assets and securities that will keep the degree of business risk attractive to individuals and entities that consider investing funds into the operation.

Fungsi, Peran, dan Tujuan Koperasi

Sumber :

• http://gilangjaelani.blogspot.com/2010/10/fungsi-dan-tujuan-koperasi.html

• http://wartawarga.gunadarma.ac.id/2009/10/tujuan-koperasi-2/

Fungsi Koperasi

1. Sebagai urat nadi kegiatan perekonomian indonesia
2. Sebagai upaya mendemokrasikan sosial ekonomi indonesia
3. Untuk meningkatkan kesejahteraan warga negara indonesia
4. Memperkokoh perekonomian rakyat indonesia dengan jalan pembinaan koperasi

Peran Koperasi

1. Meningkatkan taraf hidup sederhana masyarakat indonesia
2. Mengembangkan demokrasi ekonomi di indonesia
3. Mewujudkan pendapatan masyarakat yang adil dan merata dengan cara menyatukan, membina, dan mengembangkan setiap potensi yang ada.

Tujuan Koperasi

Bersama-sama dengan sektor yang lain, yaitu sektor Negara dan sektor swasta, sektor koperasi juga mewujudkan cita-cita dan tujuan pembangunan Nasional, yaitu masyarakat adil makmur material dan spiritual berdasarkan Pancasila dan UUD 1945 dengan jalan berusaha untuk memenuhi kebutuhan anggota pada khususnya dan masyarakat pada umumnya.

Dalam BAB II Pasal 3 UU RI No. 25 tahun 1992, menyatakan bahwa koperasi bertujuan :
“ Memajukan kesejahteraan anggota pada khususnya dan masyarakat pada umumnya serta ikut membangun tatanan perekonomian nasional dalam rangka mewujudkan masyarakat yang maju, adil dan makmur berlandaskan Pancasila dan UUD 1945 “

Tujuan koperasi tersebut masih bersifat umum. Karena itu, setiap koperasi perlu manjabarkan kedalam bentuk tujuan yang lebih dapat dioperasikan akan memudahkan pihak manajemen dalam mengelola koperasi.

Menurut Bung Hatta, tujuan koperasi bukanlah mencari laba yang sebesar-besarnya, melainkan melayani kebutuhan bersama dan wadah partisipasi pelaku ekonomi skala kecil. Tapi, ini tidak berarti, bahwa koperasi itu identik dengan usaha skala kecil .

Fungsi koperasi didalam U NO. 25 Tahun 1992 tentang perkoperasian yaitu :

1. Membangun dan mengembangkan potensi dan kemampuan ekonomi anggota pada khususnya dan masyarakat pada umumnya untuk meningkatkan kesejahteraan ekonomi dan sosialnya.
2. Berperan serta aktif dalam upaya mempertinggi kualitas kehidupan manusia dan masyarakat.
3. Memperkokoh perekonomian rakyat sebagai dasar kekuatan dan ketahanan perekonomian nasional dengan koperasi sebagai gurunya.
4. Berusahas untuk mewujudkan dan mengembangkan perekonomian nasional yang merupakan usaha bersama berdasar atas azas kekeluargaan dan demokrasi ekonomi.
   

Definition of Marketing

Source :
http://en.wikipedia.org/wiki/Marketing

* Marketing is the process of performing market research
, selling products and/or services to customers and promoting them via advertising to further enhance sales.

Marketing is used to identify the customer, to satisfy the customer, and to keep the customer. With the customer as the focus of its activities, it can be concluded that marketing management is one of the major components of business management

The term marketing concept holds that achieving organizational goals depends on knowing the needs and wants of target markets and delivering the desired satisfactions. It proposes that in order to satisfy its organizational objectives, an organization should anticipate the needs and wants of consumers and satisfy these more effectively than competitors.

* The Chartered Institute of Marketing defines marketing as "the management process responsible for identifying, anticipating and satisfying customer requirements profitably."

TINGKATAN KOPERASI (ORGANISASI EKTERN KOPERASI)

Sumber :
Judul buku : Pengantar Bisnis
Penulis : Prof. Dr. H. Buchari Alma
Penerbit : ALFABETA
Cetakan kedua belas : Maret 2008 (Edisi Revisi)

1. Induk Koperasi di tingkat Nasional
2. Gabungan Koperasi di tingkat Propinsi
3. Pusat Koperasi di tingkat Kabupaten/Kotamadya
4. Primer-primer Koperasi di tingkat Desa/Kantor

Dalam organisasi secara keseluruhan, perlu dikenal adanya tingkatan-tingkatan koperasi sebagai berikut :


1. Koperasi Primer

yaitu koperasi yang beranggotakan oang-orang (individu).


2. Koperasi Sekunder

yaitu koperasi yang beranggotakan koperasi-koperasi yang sudah berbadan hukum.
contohnya :

* Koperasi Pegawai RI :

1. Pusat Koperasi Pegawai RI (PKPRI) -> anggotanya Koperasi Primer Pegawai RI. Dan berkedudukan di daerah Kabupaten/Kotamadya.
2. Gabungan Koperasi Pegawai RI (GKPRI) -> anggotanya PKPRI. Dan berkedudukan di Propinsi
3. Induk Koperasi Pegawai RI (IKPRI) -> anggotanya GKPRI. Dan berkedudukan di Jakarta (Ibu Kota Negara)

* Koperasi Angkatan Darat :

1. Primer Koperasi Angkatan Darat (PRIMKOPAD)
2. Pusat Koperasi Angkatan Darat (PUSKOPAD)
3. Induk Koperasi Angkatan Darat (INKOPAD)

* Koperasi Angkatan Udara :

1. Primer Koperasi Angkatan Udara (PRIMKOPAU)
2. Pusat Koperasi Angkatan Udara (PUSKOPAU)
3. Induk Koperasi Angkatan Udara (INKOPAU)

* Koperasi Angakatan Laut :

1. Primer Koperasi Angkatan Laut (PRIMKOPAL)
2. Pusat Koperasi Angkatan Laut (PUSKOPAL)
3. Induk Koperasi Angkatan Laut (INKOPAL)

Kemudian Organisasi koperasi pada tingkat Internasional adalah ICA (International Cooperative alliance).

KOPERASI

Sumber :
1.
Judul buku : Pengantar BisnisPenulis : Prof. Dr. H. Buchari Alma
Penerbit : ALFABETA
Cetakan kedua belas : Maret 2008 (Edisi Revisi)

2. http://berkoperasi.blogspot.com/


Ringkasan tentang Koperasi :

* disusun oleh anggota untuk anggota

* Pimpinannya disebut pengurus yang dipilih oleh anggota dalam masa jabatan tertentu

* Tumbuh dari golongan lemah, bersatu guna memenuhi kebutuhan bersama

* Motifnya sekarang bergeser dari bersifat sosial menjadi koperasi sebagai unit ekonomi yang harus memperhitungkan rugi dan laba

* UU Koperasi yang pertama yaitu UU No.12/1967 yang kemudian diganti dengan UU No.25/1992

Menurut UU Koperasi No.12/1967, Koperasi Indonesia adalah organisasi ekonomi rakyat yang berwatak sosial dan beranggotakan orang-orang atau badan hukum koperasi yang merupakan tata susunan ekonomi sebagai usaha bersama berdasarkan atas asas kekeluargaan.

Mnurut UU No.25/1992, Koperasi adalah badan usaha yang beranggotakan orang-orang atau badan hukum koperasi dengan melandaskan kegiatannya berdasarkan prinsip koperasi sekaligus sebagai gerakan ekonomi rakyat yang berdasarkan atas asas kekeluargaan.

Prinsip Koperasi menurut UU No.25/1992 tentang Koperasi adalah:

1. Keanggotaan bersifat sukarela dan terbuka.
2. Pengelolaan dilakukan secara demokratis.
3. Pembagian sisa hasil usaha dilakukan secara adil sebanding dengan besarnya jasa usaha masing-masing anggota.
4. Pemberian balas jasa yang terbatas terhadap modal.
5. Kemandirian.
6. Pendidikan perkoperasian.
7. Kerja sama antar Koperasi.

* Anggota koperasi bebas keluar-masuk. jika keluar maka anggota tersebut akan mengambil simpanannya.

Jenis-jenis simpanan didalam koperasi :

1. Simpanan Pokok -> dibayar ketika masuk dan pembayarannya boleh dicicil atau dibayar sekaligus. jika anggota keluar, maka simpanan ini dapat diambil kembali.
2. Simpanan wajib -> dibayar terus menerus secara teratur, baik jumlahnya maupun masa pembayarannya. Biasanya simpanan ini dapat ditarik kembali bila anggota keluar.
3. Simpanan sukarela atau simpanan manasuka -> Simpanan ini jumlah dan masa pembayarannya tidak ditentukan, boleh diambil sewaktu-waktu dan boleh diatur dalam bentuk lain.
4. Simpanan Hari Koperasi 12 Juli dan simpanan-simpanan khusus lainnya.
   

good words

*Ambition : Aspire to climb as high as you can dream

*Balance : Balance is the key to life

*Believe : Believe in yourself, all things are possible

*Challenge : Always set the trail, never follow the path

*Leadership : Leadership is the capacity to translate vision into reality

*Love : Love doesn't consist in gazing at each other, but in looking outward together in the same direction

*Perseverance : One greatest glory lies not in never failing, but in rising every time we fall

*Solution : With a guiding light, all obstacles can be overcome

*Success : Always remember that success is a ladder, not an escalator

*Teamwork : Together we can achieve more

*Time : Time is money

*Winner : A winner never quits