Chapter 8:- Sales and selling techniques VPmarketing

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