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  • MKT 420

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    Syamil Hakim Abdul Ghani
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    The document discusses the selling concept in marketing. The selling concept assumes that customers will not purchase products on their own and that firms must aggressively push their sales. It focuses on how the product will reach customers, including determining distribution channels, sales territories, and transportation costs to outlets. The selling concept considers direct selling or selling through retailers and how to get products to distribution channels.

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    The document discusses the selling concept in marketing. The selling concept assumes that customers will not purchase products on their own and that firms must aggressively push their sales. It focuses on how the product will reach customers, including determining distribution channels, sales territories, and transportation costs to outlets. The selling concept considers direct selling or selling through retailers and how to get products to distribution channels.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd
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    20 views1 page

    MKT 420

    Uploaded by

    Syamil Hakim Abdul Ghani
    The document discusses the selling concept in marketing. The selling concept assumes that customers will not purchase products on their own and that firms must aggressively push their sales. It focuses on how the product will reach customers, including determining distribution channels, sales territories, and transportation costs to outlets. The selling concept considers direct selling or selling through retailers and how to get products to distribution channels.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd
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    MKT 420

    MARKETING ORIENTATIONS

    1. SELLING CONCEPT

    Definations :

     Management philosophy that if customers are left to themselves, they will not
    make the effort to buy the firm's products. Therefore, it dictates, the firm must
    be aggressive in pushing its sales.
    ( http://www.businessdictionary.com/definition/selling-concept.html )

     The selling concept in marketing considers how the product is going to reach
    the customer.
    The first decision regarding this is that of the distribution channel that is
    going to be used. The company can either do direct selling or sell the product
    through retailers, wholesalers or specialized sellers.
    Whichever distribution channel is used depends on the kind of product and
    the target market. It is also determined how the product is going to reach the
    distribution outlet and how much the transportation is going to cost.
    The sales territories are also determined under this concept. Organizations
    sometimes have separate managers for each sales territory to handle the
    transportation and sales outlets of that particular area.
    ( http://www.blurtit.com/q593478.html )

    Examples :

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