Sales in Marketing

Any form of direct contact between a salesperson and a customer. Involves two-way communication.

• Personal Selling

• Business-to-business sales

• Online sales

• Sales Preparation

Sales which occur between businesses, rather than between a business and customer

• Personal Selling

• Business-to-business sales

• Online sales

• Sales Preparation

Allows consumers to directly buy goods or services from a seller over the Internet using a web browser or a mobile app. Also know as e-commerce

• Personal Selling

• Business-to-business sales

• Online sales

• Sales Preparation

Understand the product

Know potential customers

Research company goals and sales objectives

Evaluate competitors

Analyze sales trends

Gather sales leads or sales lists

• Personal Selling

• Business-to-business sales

• Online sales

• Sales Preparation

Obtain customer loyalty

Increase market share

Enhance product image or reputation

• Personal Selling

• Goals in Sales

• Online sales

• Sales Preparation

Increasing popularity of technology and online sales

Decreasing brand loyalty

Changing organizational and business structures

• Trends in Sales

• Goals in Sales

• Online sales

• Sales Preparation

Intense involvement and extensive prior research

Used when a customer has little or no experience with a product

Used for expensive products

• Extensive Decision-Making

• Limited Decision-Making

• Routine Decision-Making

• Sales Leads

Moderate involvement and some prior research

Used to buy products which have been previously purchased, but not on a regular basis

Product info is essential

• Extensive Decision-Making

• Limited Decision-Making

• Routine Decision-Making

• Sales Leads

Little to no involvement and no prior research

Used when little info is needed, product is inexpensive, and item is used frequently

• Extensive Decision-Making

• Limited Decision-Making

• Routine Decision-Making

• Sales Leads

Potential or prospective customers

Can be obtained from:

Marketing research companies

Commercial lists

Customer referrals

• Extensive Decision-Making

• Limited Decision-Making

• Routine Decision-Making

• Sales Leads