Selling And Selling Types In Sales Management

Selling And Selling Types In Sales Management Definition – Transaction or Exchange of Product or Service for Money or a Kind

Selling could be a marketing function that involves determining client needs and desires and responding through planned, personalized communication that influences purchase decisions and enhances future business opportunities.

The day civilization originated we've got been into mutual relation of transacting goods; from barter system, to exchange of products and money.

Exchange of goods is a component of our life. With evolution, the art of selling techniques and methods too evolved. It isn't a sale and purchase of products only.

Consumer awareness has made selling an art imbibed with processes and methodologies.

Let’s understand the numerous valuable concepts and procedures:

Types and Techniques of Selling –

1. Transactional – Price is that the foremost consideration in transactional selling as this is single occasion sale. Customer takes action based on offers and discounts offered to him by sales rep, thus these reasonable sales have short sales cycle. Customer orientation revolves around the product as there isn’t much chance of repeat business.

2. Feature – The sales rep convinces the customer about the features of products or services which may be beneficial to him. 

3. Value / Consultative – The customer is in the middle of focus. It’s more of an answer providing sales process, the sales cycle is comparatively long because it focuses on building client relationship.

Relationship building is a comparatively long process that develops for some time. The salesperson primarily plays the role of a consultant to their business. It’s a high rate of sales conversion methodology.

4. Product Oriented  – This might be selling product to the customer than relationship. Product features and benefits are the priority factors. The customer requires specific benefits and features which are fulfilled by the respective product. Product demonstration is that the standard way ahead purchasable.

5. Need Oriented / Solution – It’s a need strategy, rather than focusing on the product, the foremost target is customer needs. The sales rep tries to work out the customer's need and provides the answer or product as per the necessity.

Need analysis method is completed by the sales rep by asking a set of questions and supported the analysis sale rep provides a selected product post-analysis. The solution varies from customer to customer.

6. Provocative – The prospect isn't attentive to his need; the sales rep creates the demand within the mind of the customer.

7. Social – Today’s world has gone digital. Social media platforms techniques are accustomed to sell products and services. The transactional reach is vast and informative. Different tools are accustomed to sell the product and build awareness for the merchandise and services.

With this approach, it’s all about profile building, networking, relationships, creating thought-provoking content than attempting to maneuver the virtual relationships into the physical world via a gathering or a call.

 

8. Insight - With insight selling method, the pain point is unknown to the customer. You're helping your customer to spot an issue that they didn't know even existed, opening a white space for a sales rep to simply sell their product or service. Within insight, a salesperson is admittedly playing the role of a business coach or strategy consultant to the client, holding the client’s hand through the tactic of shopping for and implementing the answer.

It is supported with 2 level models:

a) To Connect: The sales rep connects the customer needs and products solution to the customer needs

b) To Convince: The sales rep convinces the customer about the merchandise and repair

Summary - Selling occurs wherever person-to-person contact is formed, either on to the patron or indirectly through the employment of intermediaries (like social media tools).

Sales plays a very important role in our society and economy. Selling methods keeps our economy moving, promoting competition, affecting employment, adding utility, helping customers determine needs, and creating a desire for products.

Also Read: 

Consumer Behaviour Theory In Marketing 

What Is Marketing

                    

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