Over a period of time, we have to take care of the hours we worked and the business generated. However, in an attempt to keep pace with their competitors, department stores have been forced to pay more attention to the selling function and strive for more efficient and effective selling. (xiv) ‘Selling’ views the customer as the list link in the business. The success of selling is therefore, the basis for all other functions of an enterprise. Wholesalers have similar selling positions as manufacturers with regard to inside and outside reps. This sales technique enables better sales lead generation and sales prospecting process and eliminates the need for cold calling. STUDY. But selling can be a good life for those who enjoy meeting people. Or should we put the charge on your credit card? Social selling is about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals. Then based on their uses and benefits they purchase the one that they think is the best. Services cannot be stored or warehoused unlike products. Learn. Authorities on sales are in agreement over the basics of selling. Sales presentation can be a ‘canned’ sales talk. It is through selling that employment opportunity, income and savings, and investment are generated. Découvrez et achetez Sales manager's profit planner : planning and controlling the selling function. But, procedural complexity of buying in government firms is immense and involves huge formalities. 9. The crucial task of selling is communicating the product story to the buyer. A sales organization performs a number of functions. Sometimes a successful hybrid system can be used, combining fewer sales visits with regular telesales contact. Functions of Personal Selling. It is through the efforts of hundreds and thousands of our salesmen that we enjoy the benefits of new goods and services.”. The salesperson will accomplish their primary function through a variety of means including phone calls, email, social media, networking, and cold calling. Controlling Salesforce: Exercising sufficient control by monitoring the performance of the sales personnel is also a crucial function of sales management. d. The product and the buyer must be involved with each other. These ways vary from marketing through sending catalogues or sales letters, flyers, foldouts, etc., to prospective buyers, soliciting the prospective customers to buy products or services contacting them over the phone or subsequent face-to-face interaction, web conferencing, hawking the product on radio or television (teleshopping), web-based selling, or multi-level marketing nr network marketing or multi-tiered marketing where selling of products on the people in the network. Arguments in favour of accepting “selling as a career”: The supporters show a view  to believe that the persons working in the selling field have physical and mental qualities. In insurance or tourism selling, creating awareness and interest among potential buyers and converting them to customers depend a lot on the communication skill, conceptual clarity, and the ability of the seller to infuse conviction among the customers. The Selling Function Involves the Following: (i) Creativity of demand (ii) Search of buyers (iii) Transferring the title of goods through sale of goods (iv) Negotiating the terms of sale, etc., and (v) Merchandising. Closing the sale results into an order for the product or service. The salesmanship is the process under which the desires and wants of customers are identified, created and efforts are made to satisfy the wants for mutual interests. It teaches how all this can be put into practice. In addition to regular salary they are paid with commission on the basis of increased volume of sales. Flashcards. The customer should be reassured on his wise purchase decision. 2. Even though buying and selling functions of marketing have been studied and analysed as two different functions, they are in actual practice complimentary to each other. Role in a Planned Economy 8. On the other hand, product development means supplying or making available to the consumer only such goods as are needed and demanded by them. It is a function of promotion. Its aim is to seek more information before taking a buying decision. Selling is not an event, but a process. Kirkpatric writes “no machine is going to replace or make obsolete the salesmen, whose judgment is sound, whose tact and direction are outstanding, whose thinking is keen.”, Salesmen represent the producer, the society and the business world as a whole. A prequalified lead gives us, a picture of emotional and logical requirements for benefiting from our product. Product/Service Management. Finally, a company’s financial strength, manpower, relationship with intermediaries, desire for market control and legal compulsions affect the type of selling emphatically. The selling function performed by manufacturers traditionally involves inside and outside salespeople who work with the typical customer -- the distributor or wholesaler. Leads can be hot leads, warm leads or cool leads. The functions associated with sales and other business functions, provide more requirements of personnel. Once the buyer’s attention is attracted, the communication has to create interest in the product and generate a desire in the buyer to have the product. Prerequisites 7. Spell. A salesman must have his closing material ready at all times and at all places. Each renders specific type of service and the selling mechanism for each is unique. It is handled by attempting to break it down. 10. No salesman should feel inferiority in his job.”. are the ways to increase the national income of the country. The emphasis is, on ‘how to’ rather than ‘why.’ Empirical evidence is considered more valuable than a systematic body of knowledge. Industrial selling is more complex and time consuming because a sales-person has to negotiate with a number of individuals representing the buying organization, particularly in large firms. We have to be careful about calls made to the prospect per unit of time. We must remember that people like to buy but don’t like being sold to. He knows about the competition. Tendering is a popular method of buying from government firms. Selling. Salesperson: The primary function of salespeople is to generate and close business resulting in profit. We have to take into consideration the calling time also. Salesmen have good image and respect in the society. He expects the buyer to watch. In modern times, selling is considered in its wider scope. Selling takes place in virtually all types of organizations. He may offer alternative choices while asking such questions, e.g., would you like to have this delivered this week or next week? To move the customer through the stages in the buying process (perceived want, search for information, purchase, use and evaluation) the salesman undertakes the stages in the selling process, viz., prospecting, preparation, presentation and post-sale activities. W. S. Thompson observes that “much of the goods sold by salesmen would never be sold at all through other means.” In personal selling, a salesman maintains a regular contact with the consumers and establishes good relations. Objections could be psychological, say for example, preference for established and reputed brands or logical, say for example, the .poor performance of the product supplied in the past. Disclaimer 9. And these decisions should be in the interest of the buyer. These are areas where the supplier lets customers choose for themselves. A soiled dog-eared form reflects the shabbiness with which an order is likely to be treated. Sales promotion is the basis for formulating marketing politics and programme. Generally, higher-end retail environments are more likely to have intensive sales employees. Prospects are qualified on the basis of some important factors – their employment, marital status, number of dependents, the products they use now. Match. It is a function of promotion.” In the words of Still, Cundiff and Govoni, “Selling in its broad sense, is not only the making of sales, that is, effecting ownership transfers; but also is identifying prospective consumers, stimulating demands and providing information and service to buyers.”. The main functions of a sales organization are given below: 1. Before making commitment, the prospect wants an assurance that he is taking a right decision. Write. It also need not be no-preparation unplanned talk. Some demonstration aids are cassettes, samples, charts, slides, brochures, booklets, etc. We make selling far too difficult buy focusing only on selling. An objection is just a statement. Recently. If a salesman forces a prospect to buy which is not in his interest, he is not selling, he is just cheating. Retail selling may take the form of store retailing or non-store retailing. Inside reps serve a similar purpose, usually working the phones. The selling price function for this product is {eq}p(x) = 50 - .01x {/eq}. Increase in national income – Optimum utilization of national resources, larger employment opportunities for the people, higher productivity, higher per capita income, etc. The main functions of a traveling salesman are to contact the customers in his territory and gets the sales orders for the producer. The marketing personnel have to find out the places where the buyers exist, establish contacts with them and maintain cordial relations with them. Created by. Tendering is the usual process where the government unit invites registered sellers to submit quotations where it applies bidding process and supplies the desired product to the party who quotes the lowest price of a particular commodity. In practice, businesses define cross-selling in many different ways. This is someone with both technical product expertise and ability to work with prospects or customers. It’s so much easier if we recognize the buyer, helping them achieve what they want to do. c. Sales presentation. The Process of Selling Involves the Following Steps, Salesmanship: Type vs. Service selling has some distinctive properties vis-a-vis product selling. All benefits of the products must be emphasized by a participative demonstration. The major sales force may not be used, but the senior account manager could have a role to negotiate sales. The Seven Functions of Marketing. Selling comprises all those personal and impersonal activities involved in finding, securing and developing a demand for a given product or service. Another development is direct computer-to-computer reordering links between customer and supplier. But in practice the car doubles as an office, the lunch is often a rushed sandwich between calls and hotels are just boring. He has to be up-to-date on product knowledge. In some organisations, and in some industries, suppliers have decided that the cost of sales staff is greater than the benefits. In the words of William J. Stanton “Selling is informing and persuading a market about a product or service. Basis of production – It is the selling which forms the basis of further production. 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