What Is Selling?

1
What Is Selling?

• Selling involves providing customers with the
  goods and services they wish to buy.
• Selling is helping customers make satisfying
  buying decisions by communicating how products
  and their features match customers needs and
  wants.

2
The Sales Profession

• One of the oldest and most valued businesses and
  must compete for their share of the market to
  realize a profit.

3
Why study selling and selling skills ?

• Selling takes place in many different situations.

4
Selling

• All successful business people use selling skill
  especially when trying to get new ideas accepted
  and put into effect.
• Selling skills are useful to you now and will be
  in the future, regardless of whether you pursue a
  career in sales

5
The Purpose of Selling

• To help people make satisfying buying decisions.
  Business want repeat business and the best way to
  do this is by having satisfied customers

6
Methods of Selling

• Personal Selling any form of selling that
  happens one on one between a sales person and a
  customer.
• Personal selling is the method we are most
  familiar with
• Business to Business Selling may take place in
  a manufactures or wholesale showroom ( inside
  sales) or a customers place of business (outside
  sales)
• Telemarketing Selling over the telephone

7
Cold Calling

• Trying to see a customer with out making an
  appointment before showing up.

8
Feature Benefit Selling
Matching the product to the needs and wants of
the customer.

• Features physical or extended attributes of the
  product

• Benefits the advantages and personal
  satisfaction a customer gets from a product

9
Customer Buying Motives

• Rational Motives logical, sound reasons for
  making a purchase.
• Emotional Motives a feeling associated with the
  purchase of the product

10
Customer Decision Making

• Extensive Decision Making used when the buyer
  has little or no experience with the purchase of
  the product
• Limited Decision Making used when the purchase
  has been made before but not in the recent past
• Routine Decision Making when little or no
  research or information is needed to make a
  buying decision