Sales, or the activity of selling, forms an integral part of commercial activity.

October 10, 2006 — Leave a comment

Sales, or the activity of selling, forms an integral part of commercial activity. Mastering sales is considered by many as some sort of persuading “art”. On the contrary, the methodological approach of selling refers to it as a systematic process of repetitive and measurable milestones, by which a salesperson relates his offering enabling the buyer to visualize how to achieve his goal in an economic way.

`Selling’ has long suffered from a tarnished image. 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 ‘. Organizations seldom profit from single purchases made by first-time customers. Normally they rely on repeat business to generate the profit that they need.http://futureobservatory.dyndns.org/5430.htm

Selling is a practical implementation of marketing; it often forms a separate grouping in a corporate structure, employing separate specialist operatives known as salesmen (singular: salesman or salesperson).

The successful questioning to understand a customer’s goal, the further creation of a valuable solution by communicating the necessary information that encourages a buyer to achieve his goal at an economic cost is the responsibility of the sales person or the sales engine (e.g. internet, vending machine etc).

The primary function of professional sales is to generate and close leads, educate prospects, fill needs and satisfy wants of consumers appropriately, and therefore turn prospective customers into actual ones.

From a marketing point of view, selling is one of the methods of promotion used by marketers. Other promotional techniques include advertising, sales promotion, publicity, and public relations.

Various sales strategies exist, such as tit-for-tat which is best if ongoing dealings and interactions are expected. This insight is behind so-called consultative sales process which are used by Saturn to sell cars, as well as for some direct Business-to-Business sales.

Several types of sales exist including direct, consultative, and complex sales. Complex sales varies from other types in that the customer plays a more pro-active role, often requiring proposal response to their Request for Proposal (RFP).

Forms of Sale Activity

The term sales is includes many activities some of the various modes of selling include:

Types of sales include:

Critique of selling

In capitalist apologetics, the purpose of selling is to help a customer realize his or her goals in an economic fashion. This assumption neglects the fact that buyer and seller do not have the same interests. Even if the organization can be supposed to recognize that its sustainability depends on the maintenance of a healthy symbiosis with repeat customers, (a considerable leap into idealism), the salesperson by no means necessarily shares that goal. She has probably taken the sales job out of the need to come up with some money. Sales personnel shift jobs frequently.

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. This again would be a helpful and useful service provided by the salesperson. However, it is sometimes the case that customers purchase a product or service that was not initially intended and remains an inappropriate purchase after the fact. Although the consumer in this scenario can be held partially responsible for the inappropriate purchase (“A fool and his money are soon parted.” – P.T. Barnum, English proverbs), it ignores the fact that someone chooses to attempt the parting, rather than educating the “fool”.

This dysfunctional behaviour is encouraged by:

  • incentives of salespeople to increase their total number of sales, especially where retailers keep track of sales or offer commission-based salaries
  • incentives from the manufactures of products or the companies of service providers to salespeople to sell their products where other similar products offered by competitors are offered
  • the incentive to sell a customer a product that is in need of being cleared out, despite the fact that a customer may be better to wait for the new product.

Etymology (Word Origin)

The word sala (a sale) is old English and was aquired from old Norse (sala). The term was first used as a reference of a discounted price was first used in 1866.

See also

Compare

Persuasion is a form of influence. It is the process of guiding people toward the adoption of an idea, attitude, or action by rational and symbolic (though not only logical) means.
….. –> Marketing is a social and managerial function associated with the process of researching, developing, promoting, selling, and distributing a product or service.
….. –> A vending machine is a machine that dispenses merchandise when a customer deposits sufficient money into a slot or vent to purchase the desired item (as opposed to a shop, where the
….. –> Promotion is one of the four aspects of marketing. The other three parts of the marketing mix are product management, pricing, and distribution.
….. –> Advertising is the commercial promotion of goods, services, companies and ideas, usually performed by an identified sponsor, and performed through a variety of media.
….. –> In marketing, sales promotion is one of the four aspects of promotion. (The other three parts of the promotional mix are advertising, personal selling, and publicity/public relations.
….. –> Publicity is the deliberate attempt to manage the public’s perception of a subject. The subjects of publicity include people (for example, politicians and performing artists), goods
….. –> Public relations is the art and science of managing communication between an organization and its key publics to build, manage and sustain its positive image.
….. –> A sales process is a systematic methodology for performing product or service sales. The reasons for having a sales process include seller and buyer risk management, achieving
….. –> Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organisations when procuring large contracts for goods and/or services where
….. –> The general concept of “proposal” can refer to several different things:

  • A business proposal. See Proposal (business).
  • A marriage proposal. See betrothal.

….. –> For the Invader Zim episode see Door to Door (Invader Zim)

Door-to-door is a sales technique and is one of the most controversial and difficult forms of selling.
….. –>

For the service of organising a celebration, see party planning.

The party plan is a method of marketing products by hosting a social event, using the
….. –> Business-to-business (B2B) describes relations of commercial partners, without serving the end consumer.
….. –>

Early History

Telemarketing is a registered trademark owned by Nadji Tehrani [1] who founded TeleMarketing Magazine in 1982.
….. –> Electronic Data Interchange (EDI) is the computer-to-computer exchange of structured information, by agreed message standards, from one computer application to another by
….. –> Consignment is the act of consigning, which is placing a person or thing in the hand of another, but retaining ownership until the goods are sold or person is transferred.
….. –> Multi-level marketing (MLM) (also called network marketing or NM) is a business model that combines direct marketing with franchising.
….. –> Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organisations when procuring large contracts for goods and/or services where
….. –> A contract of sale is a legal contract that involves an exchange of goods, services or property to be exchanged from seller (or vendor) to buyer (or purchaser) for an agreed upon
….. –> This is a list of over 200 articles on marketing topics. If you create a marketing article, please add it to this list.
….. –> Marketing is a social and managerial function associated with the process of researching, developing, promoting, selling, and distributing a product or service.
….. –> Michael Oliver is the founder of Natural Selling. An internationally recognized sales trainer, best selling author, speaker and consultant, Michael teaches Salespeople and Companies how to
….. –> Permission marketing is a term used in e-marketing. Marketers will ask permission before they send advertisements to prospective customers.
….. –> Promotion is one of the four aspects of marketing. The other three parts of the marketing mix are product management, pricing, and distribution.
….. –> Trade is the voluntary exchange of goods, services, or both. Trade is also called commerce. A mechanism that allows trade is called a market.
….. –> Merchants function as professionals who deal with trade, dealing in commodities that they do not produce themselves, in order to produce profit.
….. –> Sources=Sources | 128
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Copyright © 2006 Farlex, Inc.Source URL: http://encyclopedia.thefreedictionary.com/Sales

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