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    Nature and Role of Selling

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    Shoaib Imtiaz
    The document discusses the nature and role of selling. It describes modern selling as focusing on customer retention, relationship management, and problem solving. It lists key success factors for salespeople like listening skills and overcoming objections. It outlines different types of selling like order-takers, order-creators, and order-getters. It also distinguishes between business-to-consumer and business-to-business marketing and selling.

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    Nature and Role of Selling

    Uploaded by

    Shoaib Imtiaz
    1K views13 pages
    The document discusses the nature and role of selling. It describes modern selling as focusing on customer retention, relationship management, and problem solving. It lists key success factors for salespeople like listening skills and overcoming objections. It outlines different types of selling like order-takers, order-creators, and order-getters. It also distinguishes between business-to-consumer and business-to-business marketing and selling.

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    The document discusses the nature and role of selling. It describes modern selling as focusing on customer retention, relationship management, and problem solving. It lists key success factors for salespeople like listening skills and overcoming objections. It outlines different types of selling like order-takers, order-creators, and order-getters. It also distinguishes between business-to-consumer and business-to-business marketing and selling.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    1K views13 pages

    Nature and Role of Selling

    Uploaded by

    Shoaib Imtiaz
    The document discusses the nature and role of selling. It describes modern selling as focusing on customer retention, relationship management, and problem solving. It lists key success factors for salespeople like listening skills and overcoming objections. It outlines different types of selling like order-takers, order-creators, and order-getters. It also distinguishes between business-to-consumer and business-to-business marketing and selling.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 13

    Nature and Role of

    Selling

    1
    The Nature and Role of Selling
     The simplest way to think of the nature of
    selling is that its function is to make a sale
     Characteristics of Modern Selling:
     Customer retention and deletion--80/20 ratio
     Database and knowledge management--new technology internet, mobile
    and laptop
     Customer relationship management--long relationship, win to win
     Marketing the products--marketing activities
     Problem solving and system selling--knowledge about any problem
     Satisfying needs and adding value

    2
    Characteristics of Modern Selling

    3
    Success Factors for Professional
    Salespeople
     The top ten success factors in selling:
     Listening skills
     Follow-up skills
     Ability to adapt sales style from situation to situation
     Tenacity – sticking to the task
     Organizational skills
     Verbal communication skills
     Proficiency in interacting with people at all levels within an organization
     Demonstrated ability to overcome objections
     Closing skills
     Personal planning and time management skills

    4
    Types of Selling

    5
    Types of Selling
     Selling job varies according to the nature of the
    selling task.
     They are:
     Order-takers respond to already committed
    customers
     Order- creators do not directly receive orders since
    they talk to specifiers rather than buyers
     Order- getters attempt to persuade customers to place
    an order directly
    6
     Order- takers: There are three types of order
    takers. They are
     Inside order- takers – the sales person’s task is
    purely transactional – receiving payments and
    passing over the goods, telemarketing
     Delivery salesperson – the sales person’s task is
    primarily concerned with delivering the product
    example milk, newspaper
     Outside order takers visit customers , but their
    primary function is to respond to customer
    requests rather than actively persuade (replce
    telemarketing)
    7
     Order – creators are called Missionary sales
    people, their selling task is to educate and build
    good will. Examples Medical representatives
    call on the doctors to make them specify their
    medicines to the patients, similarly even in the
    building industry architects act as specifiers
     Order getters consists of those in selling jobs
    where a major objective is to persuade
    customers to make a direct purchase

    8
     Front-line salespeople:
     New business salespeople – whose task is to get
    new customers
     Organizational salespeople whose main job is to
    maintain close and long-term relationship with
    organizational customers. The selling job
    involve team selling
     Consumer salespeople sell physical products and
    services to individuals example, cars, insurance
    and rewarded with commission

    9
     Sales support salespeople:
     Technical support salespeople are group of order
    getters who provide sales support to front- line
    sales people
     Merchandisers provide sales support in retail
    and wholesale selling situations example, give
    advice on display, check stock levels and
    maintain contact with store managers

    10
    Business to Consumer (B2C)
    Marketing and Selling
     Consumer markets are markets where the
    distinguishing characteristic is that customer is
    purchasing products and services their own or
    their family’s use.
     Fast moving consumer goods (FMCG)
     Semi-durable consumer goods
     Durable consumer goods
    11
    Business to Business (B2B)
    Marketing and Selling
     Markets are characterized by often large and
    powerful buyers, purchasing predominantly for
    the furtherance of organizational objectives
     Markets for supplies and consumables
     Markets for capital equipment
     Markets for business services

    12
    THANK YOU

    13

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