CHARACTERISTICS OF MODERN SELLING

Selling has become more competitive in the current era. The massive production of good and services has generated a competitive challenge for business houses.Some of the character of modern selling are listed below :

Customer retention and Deletion : Business finds 80 % of their business comes from 20% of their regular customer .Identify potential customer to retain and deletion of high cost generating small customer

Knowledge management : Sales manager should identify the database of customer’s preferences so that modern tools like internet ,video confrencing can be done with customers for better result.

Customer Relationship management: Setting relation with customer for next sales not for only one time sales. Eg mechanics meet done by automobile companies

Marketing the product : using the modern technique and tools the sales expert markets the product and services to segmented customer.

Problem solving and system selling : In the sales person act as an expert to the customer by taking the feed back of product and services so that they design the product and services as prescribed by the customer.

Satisfying needs and adding value : Identifying the unmeet need and adding value to the product by introducing offer and schemes. *

Relationship between sales and Marketing

So close relation that it has been confusing people to percept as same thing but……..

Marketing is the way that you convince the customer to walk to your business to make them buy service or product that you have offered .

Sales is selling the product that you offer from different marketing strategies.

Like audio marketing ,audio visual ,newspapers, hoarding,Banners etc.

Both are necessities of a success of business . You cannot do without either process.

The marketing process consist of strategies and sales process consist of interpersonal interaction

Without marketing sales does not get effective

Difference between sales and Marketing

Marketing is bending product and services supply towards the mind of customers.

Selling is bending the mind of the customer towards product and services supply.

Marketing starts with Marketing research Product design Manufacturing Packaging Advertising Promotion Location and etc…….

Selling in the other hand only convincing or persuading people to buy after you are done with the marketing process.

Selling is a small part of marketing .selling is generally a single activities.

Marketing covers a wide scope of different activities.

Marketing is making things that people have already demonstrated a need for at a certain price before the product or services is launched into the market place.

Selling has an emphasis on PRODUCT

Marketing has an emphasis on CUSTOMER WANTS.