METHODS OF SELLING

GROUP 3

ARJAY GUMARU
ALVIN LIM
MARYBETH MONIS
NETTERINO TORRES
JENNIE VIOLA

MARKETING MANAGEMENT
Direct sales, involving person to person
contact or Personal sales

 Selling direct to end-users.

 Dynamic marketing approach in distribution of products and services directly to consumer.

 Direct selling provides important benefits to individuals who desire an opportunity to earn an

income and build a business of their own; to consumers who enjoy an alternative to shopping

centers, department stores or the like; and to the consumer products market. It offers an alternative

to traditional employment for those who desire a flexible income earning opportunity to supplement

their household income, or whose responsibilities or circumstances do not allow for regular part-

time or full time employment. In many cases, direct selling opportunities develop into a fulfilling

career for those who achieve success and choose to pursue their independent direct selling business

on a full time basis.

Direct sales, involving person to person
contact or Personal sales

Examples
Broker Sales Network
 An individual or firm that charges a fee or commission for executing buy
and sell orders submitted by an investor.

 The role of a firm when it acts as an agent for a customer and charges the
customer a commission for its services.

 A licensed real estate professional who typically represents the seller of a

property. A broker's duties may include: determining market values,
advertising properties for sale, showing properties to prospective buyers,
and advising clients with regard to offers and related matters.
 License Required to Practice
 In view of the effectivity of the Real Estate Service Act of the Philippines,
Republic Act No. 9646, last July 30, 2009, the licensing of real estate service
practitioners shall now be governed by said RA 9646 under the Professional
Regulation Commission.

No person shall directly or indirectly engage in the real estate service,

practice, or represent himself as a real estate salesman, broker,
appraiser or consultant without having first secured the corresponding
license from the Director in accordance with these rules. (Sec. 1, Art. V, DTI
Ministry Order No. 39, Series of 1985, as amended )

A REAL ESTATE BROKER is any person, natural or juridical, who is an

agent of another person and for or in expectation of a fee, commission or
other valuable consideration, shall perform any of the following acts : offers,
advertises, solicits, lists, promotes, mediates, negotiates or effects the meeting
of the minds on the sale, purchase, exchange, mortgage or lease of, or joint
venture or other transactions in real estate or any interest therein. ( Sec. 3,
Article III, MO 39, Series of 1985, as amended )
 Sample Sales Organization for
a Real Estate Company

SLD

INT’L
CV VR
SALES

LOCAL
IH BM RECEPTIONIST IH BM RECEPTIONIST
BROKER

SD SD SSC
LB RB LB RB

SM SM
RB RB

SC
SC
Consultative Sales

 A consultant (from Latin: consultare "to discuss") is a professional who

provides professional or expert advice in a particular area such as management
, accountancy, the environment, entertainment, technology, law (tax law, in
particular), human resources, marketing, emergency management,
food production, medicine, finance, life management, economics, public affairs,
communication, engineering, sound system design, graphic design, or
waste management.

 A consultant is usually an expert or a professional in a specific field and has a

wide knowledge of the subject matter. A consultant usually works for a
consultancy firm or is self-employed, and engages with multiple and changing
clients. Thus, clients have access to deeper levels of expertise than would be
feasible for them to retain in-house, and may purchase only as much service
from the outside consultant as desired.
Complex Sales

also known as Enterprise sales, can refer to a method of trading sometimes

used by organizations when procuring large contracts for goods and/or services
where the customer takes control of the selling process by issuing a
Request for Proposal (RFP) and requiring a proposal response from previously
identified or interested suppliers.
Complex Sales

Forms of complex sales

 Selling consulting engineering services
 Enterprise technology sales such as CRM or POS solutions
 Commercial insurance sales
 Large fleet vehicle sales
 Mining equipment sales (ie Caterpillar tractors and large tunnel boring
machines)
 Sales Force Outsourcing

 Sales force outsourcing is a growing trend in the business world. Many

companies are hiring third party providers to take care of lead generation,
sales, account management, and customer service functions.

New Account Sales

 Some companies use the services of outsourcing providers to win new accounts.
These organizations utilize the services of third parties to generate and follow-
up on leads, as well as making initial sales. Once an initial sale is generated, the
account switches to an in-house status. Follow-up and customer service is
handled by the client company, freeing the sales professional to continue
prospecting for additional business.
 Sales Force Outsourcing

 Winning Back Prior Accounts

In some cases, organizations enlist the assistance of outsourcing companies to help them
reconnect with former accounts. In this case, outsourced sales professionals make contact
with companies that have worked with the client company at some point in the past to re-
establish a relationship. Once the relationship becomes active, account servicing returns to
the client company.

Account Management
 Some companies actually outsource all of their sales function. Instead of bringing ongoing
account service functions in-house following an initial sale, these organizations leave all
sales responsibilities in the hands of the sales force outsourcing provider. With this type of
arrangement, control stays with the third party provider after making the initial sale or re-
establishing a relationship with lapsed accounts.

 This approach to outsourcing the sales function can be beneficial for companies that are
dedicated to research and development or manufacturing. It is also advantageous for small
operations that lack the resources to fund a sales support team.
Sales Force Outsourcing
TeleMarketing

 Telemarketing (sometimes known as inside sales, or telesales in the UK

and Ireland) is a method of direct marketing in which a salesperson solicits
prospective customers to buy products or services, either over the phone or
through a subsequent face to face or Web conferencing appointment scheduled
during the call.

 Telemarketing can also include recorded sales pitches programmed to be

played over the phone via automatic dialing. Telemarketing has come under fire
in recent years, being viewed as an annoyance by many.
 TeleMarketing Example

 Mostly used by Banks .

Retail or Consumer Sales

 Retail consists of the sale of goods or merchandise from a fixed location,

such as a department store, boutique or kiosk, or by mail, in small or
individual lots for direct consumption by the purchaser. Retailing may
include subordinated services, such as delivery

 Purchasers may be individuals or businesses.

 In commerce, a "retailer" buys goods or products in large quantities from

manufacturers or importers, either directly or through a wholesaler, and then
sells smaller quantities to the end-user. Retail establishments are often called
shops or stores.
Retail Business: Greenhills Shopping Center

Greenhills Shopping Center – the

Philippines premier shopping,
entertainment, and dining destination - with
over 2,000 stores in a unique indoor/outdoor
environment.
Retail Business: Greenhills Shopping Center

“Tiangge” – Special Leasing Regular Leasing

 Travelling Salesman: Door to Door

 Door-to-door is a sales technique in which a salesperson walks from the door

of one house to the door of another trying to sell a product or service to the
general public.

 A variant of this involves cold calling first, when another sales representative
attempts to gain agreement that a salesperson should visit. Door-to-door selling
is usually conducted in the afternoon hours, when the majority of people are at
home.
Example of Door to Door Sales

Electrolux (1980s)
“I'm gonna knock on your door, ring
on your bell, tap on your window too!”
 Hawking

 A hawker is a vendor of merchandise that can be easily transported; the

term is roughly synonymous with peddler or costermonger. In most places
where the term is used, a hawker sells items or food that are native to the
area. Whether stationary or mobile, hawkers usually advertise by loud
street cries or chants, and conduct banter with customers, so to attract
attention and enhance sales.

 When accompanied by a demonstration and/or detailed explanation of the

product, the hawker is sometimes referred to as a demonstrator or pitchman.
 Examples

Street hawkers selling candies and

Street hawkers selling bags and sunglasses
in central Rome, Italy cigarettes in Manila
 Mail Order

 Mail order is a term which describes the buying of goods or services by

mail delivery. The buyer places an order for the desired products with the
merchant through some remote method such as through a telephone call or
web site.
 A mail order catalogue is a publication containing a list of general
merchandise from a company. Companies who publish and operate mail order
catalogues are referred to as cataloguers within the industry. Cataloguers buy or
manufacture goods then market those goods to prospects (prospective
customers).
Catalogues Sample
 Vending Machine

 A vending machine is a machine which dispenses items such as snacks,

beverages, alcohol, cigarettes, lottery tickets, or even gold and gems to
customers automatically, after the customer inserts currency or credit into the
machine.
 Examples

Newspaper Vending &

Full Line Vending
Coffee Vending Machines