Sales & Marketing

What is Selling? Selling is the art of selling what the producer has and need not necessarily be a product or service that the consumer wants. Selling focuses on the needs of the Producer. What is Marketing? Marketing is the process of selling a product or a service that meets the needs of a buyer and is not what the producer has to sell. Marketing focuses on the needs of the Consumer / Buyer. Marketing is all about managing the four Ps a. Product b. Price c. Place d. Promotion
Difference Between Sales & Marketing.
Selling makes use of short-term tactics to get sales examples are free gifts discounts, rebates etc. Marketing makes use of long-term strategies to get sales examples value-added service, customer education, meeting objectives etc. Marketing is all about creating a pull, sales is all about push.

Sales Channels
A sale can take place through :a. Direct sales b. Agency based c. Travelling salesman d. Business-to-business e. Electronic sale f. Indirect, human mediated but with indirect contact

The Marketing Process Under the marketing concept, the firm must find a way to discover unfulfilled customer needs and bring to market products that satisfy those needs. The process of doing so can be modelled in a sequence of steps as follows :a. Situation Analysis b. Marketing Strategy c. Marketing Mix Decisions d. Implementation & Control

Stages in Selling
1. 2. 3. 4. 5. 6. 7. 8. Prospecting Pre-approach Approach Survey Proposal Demonstration Close Service