SALES AND SELLING

TECHNIQUES
 DIFFERENCE BETWEEN SALES AND
MARKETING
• Sale is a part of Marketing
• Marketing is a 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.
 Sales is like a car and
Marketing is driving a car.
SALES
 Sales Defined
“Sales refer to as a systematic
process of repetitive and
measurable milestones, by
which a salesperson relate his
offering enabling the buyer to
visualize how to achieve his goal
in an economic way”.
 Selling' has long suffered from a
tarnished image. It is,indeed, true
that dubious selling practices may
occasionally result in a sale if the
customer is particularly gullible. But
it is arguable that, even then, only
good marketing (which encompasses
a far wider range of skills, with an
almost diametrically opposed
motivation) 'will lead the customer to
buy again from the same company '.
 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.
Need Want Demand

Specify a Ability to
Product buy

Consumption Satisfaction
Marketing is to accelerate,
facilitate, promote, generate
and to put into action the
transaction act.
MODES OF
SELLING
1. Direct Sales
 1. Direct Sales
“….involving face-to-face
contact”.
• Retail or consumer
• Door-to-door or travelling
salesman
• Party plan
 2. Industrial/
Professional Sales
 2. Industrial/
Professional Sales

“…selling from one business to

another”.
3.Indirect Sales
 3.Indirect Sales

• Advertising
• Telemarketing
 3.Indirect Sales
“…human-mediated but with
indirect contact”.
4. Electronic Sales
 4. Electronic Sales
• Web B2B, B2C
• EDI
 4. Electronic Sales

Sale where we are using

electronic media to reach to
our potential customers.
5. Agency-based Sales
5. Agency-based Sales

• Consignment

• Sales agents (real estate,

manufacturing)
TYPES OF SALES
1- Transaction Sales
 1- Transaction sales
“When a transaction
actually takes palces and
prodcut is shifted
physically from seller to
the buyer”.
2- Consultative Sales
3- Complex Sales
CRITIQUE OF
SELLING
In theory, the purpose of selling is to
help a customer realize his or her
goals in an economic fashion.
However, in reality this is not always
the case. Customers can be
influenced to purchase a product or
service that initially was not of
interest to them. Some salespeople
are trained in the art of selling
customers things they don't need.
Take for example the purchasing of a car:
a consumer may have a set of cars in
mind (called an evoked set) that she feels
match her needs, wants and budget. She
may seek the advice of a salesperson
given that a salesperson can help her
realize the right car given those criteria.
This can be a socially useful
function;salespeople have specialized
knowledge of products that can help
consumers make an informed decision.
However, a salesperson may also talk
a consumer into purchasing a more
expensive or perhaps larger car then
she needs or can afford.In this
context, the salesperson may have
usefully helped the customer re-
evaluate her needs, thereby
establishing a new set of appropriate
choices among which included the
newer or large car.
We (sales persons) do have an
art of persuading but not to
that extent that we can make a
person buy a thing he does not
need.
 SELLING
TECHNIQUES
1. PROSPECTING
 1. Prospecting

“…is basically able to identify

possible customers in a
market”.
2. PRESENTATION
 Good Sales man is a good
communicator.
a) He knows
b) He is manner full and
ethical
3. CLOSING
4.HANDLING OBJECTIONS
5. CONFIDENCE
6. EMPATHY
We have to find the most
appropriate product ti
satisfy the needs of the
customers.
 In addition, an ethical
salesperson will always make
sure the prospect receives more
value from the product or service
they have purchased than they
have paid.