Chapter 8:-
Sales and selling
techniques
Difference between
sales and marketing
Sale is a part of
marketing
Marketing is much
broader and wider horizon
we cover plenty of
activities in marketing like distribution new product new product development
managing product and pricing etc
Selling is one of
the integral parts of marketing
If anybody I would
like to calculate the amount of sell happening throughout the word is
unimaginable
Billions of dollars
of products and services are are exchanged every day
sell referred to as
a systematic process of repetitive and measurable milestones, by which a
salesperson relate his offering enabling the buyer to visualise how to achieve
his goal in an economic way
Sells is very
systematic process and scientific process too
Salesperson has to
organise his offerings
Wrong methods of
selling has tarnished the image of selling concept almost each and every country
or society
It is a job of
marketer and marketing specialist like us to improve the image of sales concept
Profitability is
entirely based on the sells and achieving organisational goals is linked to
increased sales only
the primary
function of professional sales is to generate and close deals educate
prospects, fill needs and satisfy wants of consumers appropriately and
therefore turn prospective customers into actual ones
Example:-
Sales and selling
are contention that means it's determination to purchase something like car
Transaction is a
final decision of a consumer to part with his money and to acquire
certain thing
Suppose person want
to purchase a car
You also has money
to purchase that car that means there is a demand
he has ability and
willingness
Still that person
has not purchased car
The person has lot
of choices different colour different makes different features
There is a time
when that person will actually pay the money and bring home that car
This is called as a
point of sale
Here the intention
of purchasing a car was before 6 months
Three months she
was searching for a car
On one single day
that person got up in the morning then he went and actually got the car sat in
the car and Drew it home
This is called
transaction
Now that person is
not a customer but the user of car
Marketing is to
accelerate, facilitate, promote, generate and to put into action the
transaction act
Modes of selling
Direct sales
Direct means One to
One
Door to door
selling
When we are
personally involved in selling face to face contact
It could be
Retailer or
consumer
Door to door
selling or travelling salesman
Party plan or
function where you sell products
Ex person who used
to you come to your home to sell vegetables on cycle or any vehicle is also
direct sale
Direct sale is
restricted to some products
For some products
direct sale plays very significant role
Encyclopaedia and
insurance policy are are the example of products who needs direct selling
2. Industrial or
professional sales
Its selling from
one business to another
End product of one
industry is raw material of another industry
suppose one
industries manufacturing paper and other industries manufacturing books so
paper here is industrial product needs industrial/ business sales
In Automobile
companies they do have lot of vendors for various spare parts
One car manufacture
at least have various parts purchased from at least 50-100 vendors
3. Indirect sales
Advertising
Advertising in
newspaper, in social media, internet
Telemarketing,
telesales
Through websites
It is human
mediated but indirect contact
4. Electronic sales
Websites
Sale where we are
using electronic media to reach to our potential customers
5. Agency based
sales
Consignments
Sales agents
Real estate
Second hand
cars
Second hand
products
In this sale third
party people are in involved
Almost 80 to 90% of
the world's sales is third party agents dealers distributors
Types of sales
1. Transaction
sales
when a transaction
actually takes place and product is shifted physically from seller to buyer
2. Consultative
sales
Advice consultation
Medical
professional gives advice to purchase medicines or some physiotherapy
3. Complex sales
High degree of
intelligence is required from buyer and seller
Criticism
Salespeople
influence customers to purchase a product which they don't need
Answer
Salespeople do have
an art of persuasion but not to that extent that he can or make a person buy
thing he does not need
Selling techniques
1 prospecting
Is basically able
to identify possible customers in the market
Identify a place
where you can get the customers to sell your products
2. Presentation
Good salesman is
very good communicator
In knows language
very good
He knows manners
and ethics
3. Closing
To finalize and to
sell the product to customer
Handover the
ownership of product from manufacturer to the customer
4. Handling
objections
There can be last
minute questions, objections, queries in the minds of buyers
5 confidence
Salesman has to
exhibit lot of confidence regarding product
6. Empathy
Anticipating what
other is going to say and think
Reading people
reading their minds anticipating their thoughts
we have to find the
most appropriate product to satisfy the needs of the customers
Ethical methods
should be always used in the sales
As a marketer we
should sale the most desirable and appropriate product to the customer
