What is sale ?
1- Def
Goal of sales : solving for the customer
2- Personal selling
https://www.toppr.com/guides/business-studies/marketing/personal-selling/
+
-
3- 10 success factors in selling
Charactéristics of selling
4- Charactéristics of modern selling : ASUBDS
Industry & academic types of selling
5- 10 types of sales in the industry
Sales teams engage with prospects remotely, more automated
Broker F2F deals with the prospect
Allow freedom and flexibility
Sell products to other businesses
Higher Value Sale, More Complex
Transaction between company & individual consumer
Can involve multiple deals with multiple customers
BDM generate new business and qualify leads for the sales reps.
Sales reps then close the deal
Bringing on board a client so the agency can manage the project, Sales cycle typical 31-90 days
Focus- build trust with customer
Solve for the customer do not focus on features only
Can the customer research your product, determine if they want it & purchase it online without needing to engage with the company?
Companies sell directly to consumers outside of traditional retail environments
Sellers may earn a commission
Companies sell directly to consumers outside of traditional retail environments.
Sellers may earn a commission
6- Academic Types of Selling
Order Takers
inside Order Takers : without sales person, transactional, telemarketing sales teams : internet or phone
Outside-Order Takers : visit customers
Order creators
Missionary salespeople : educate and build goodwill, convince
Order guetters
Technical support salespeople : complex sales, sales support to frontline salespeople
Merchandisers : sales support in retail&wholesale, negotiation
B2B & B2C
7- Selling B2B and B2C
Large, powerful buyers, Complex sales
Product that they are buying is usually critical to company
• Derived demand
• Demand for capital equipment for company’s own use (machinery, tools, IT, cars)
Types of submarket within B2B markets:
1.Market for supplies and consumables
2.Market for retail distribution
3.Market for capital equipment
4.Market for business services
Purchasing for personal use – motive is personal
Number of different submarkets within B2C
1.FMCG – product bought often, non-durable, relatively low cost
2.Semi Durable Consumer Goods
3.Durable Consumer Goods-
8- Characteristics/Traits you need to be a good salesperson
Selling orientation
Def:
Problem: customers who are looking to buy, are met with many suppliers to chose from. This situation is made worse when demand is low (small number of customers for this product but a lot of suppliers)
9- Production orientation
• Focused on producing goods/services, high production efficiency through large scale production of standardised items
• Thought process- customers will buy products if they are a reasonable quality and available in large quantities at a low price
• Initiated by Henry Ford
• poor quality products may fail in the market when compared to quality products/products with greater benefits
10- Product orientation
• Quality and performance, innovation
• Problem:
oCould price itself out of market, could be forced to match competitors and additional features and benefits on offer may not be wanted or required by existing or potential customers
11- Marketing orientation
• find what the customer wants and then make it”
• Customer-led approach
• It is the only approach that favours an “outside-in” perspective
•This approach is underpinned by 3 key elements: customer focus, competitor focus and internal co-ordination
12- Service orientation
• Moves from product to servicing the customer
• Intangible element
• Satisfying external agents
Goal : main source of competitive advantage in a service orientated company
We saw what is sales : + and - of personal selling; 10 types of sucess factors in selling
The caractéristics : ASUBDS
10 types of sales in the industry
Acaemic types of selling
B2B and B2C
and finally the 4 Selling orientations
What is sale ?
1- Def
Goal of sales : solving for the customer
2- Personal selling
https://www.toppr.com/guides/business-studies/marketing/personal-selling/
+
-
3- 10 success factors in selling
Charactéristics of selling
4- Charactéristics of modern selling : ASUBDS
Industry & academic types of selling
5- 10 types of sales in the industry
Sales teams engage with prospects remotely, more automated
Broker F2F deals with the prospect
Allow freedom and flexibility
Sell products to other businesses
Higher Value Sale, More Complex
Transaction between company & individual consumer
Can involve multiple deals with multiple customers
BDM generate new business and qualify leads for the sales reps.
Sales reps then close the deal
Bringing on board a client so the agency can manage the project, Sales cycle typical 31-90 days
Focus- build trust with customer
Solve for the customer do not focus on features only
Can the customer research your product, determine if they want it & purchase it online without needing to engage with the company?
Companies sell directly to consumers outside of traditional retail environments
Sellers may earn a commission
Companies sell directly to consumers outside of traditional retail environments.
Sellers may earn a commission
6- Academic Types of Selling
Order Takers
inside Order Takers : without sales person, transactional, telemarketing sales teams : internet or phone
Outside-Order Takers : visit customers
Order creators
Missionary salespeople : educate and build goodwill, convince
Order guetters
Technical support salespeople : complex sales, sales support to frontline salespeople
Merchandisers : sales support in retail&wholesale, negotiation
B2B & B2C
7- Selling B2B and B2C
Large, powerful buyers, Complex sales
Product that they are buying is usually critical to company
• Derived demand
• Demand for capital equipment for company’s own use (machinery, tools, IT, cars)
Types of submarket within B2B markets:
1.Market for supplies and consumables
2.Market for retail distribution
3.Market for capital equipment
4.Market for business services
Purchasing for personal use – motive is personal
Number of different submarkets within B2C
1.FMCG – product bought often, non-durable, relatively low cost
2.Semi Durable Consumer Goods
3.Durable Consumer Goods-
8- Characteristics/Traits you need to be a good salesperson
Selling orientation
Def:
Problem: customers who are looking to buy, are met with many suppliers to chose from. This situation is made worse when demand is low (small number of customers for this product but a lot of suppliers)
9- Production orientation
• Focused on producing goods/services, high production efficiency through large scale production of standardised items
• Thought process- customers will buy products if they are a reasonable quality and available in large quantities at a low price
• Initiated by Henry Ford
• poor quality products may fail in the market when compared to quality products/products with greater benefits
10- Product orientation
• Quality and performance, innovation
• Problem:
oCould price itself out of market, could be forced to match competitors and additional features and benefits on offer may not be wanted or required by existing or potential customers
11- Marketing orientation
• find what the customer wants and then make it”
• Customer-led approach
• It is the only approach that favours an “outside-in” perspective
•This approach is underpinned by 3 key elements: customer focus, competitor focus and internal co-ordination
12- Service orientation
• Moves from product to servicing the customer
• Intangible element
• Satisfying external agents
Goal : main source of competitive advantage in a service orientated company
We saw what is sales : + and - of personal selling; 10 types of sucess factors in selling
The caractéristics : ASUBDS
10 types of sales in the industry
Acaemic types of selling
B2B and B2C
and finally the 4 Selling orientations