Techniques of Selling and definition

Definition of selling

To exchange or distribute for money or its comparable

To bid for sale, as for one’s production or income

To give up or submit in replacement for a price or reward

• Selling concept is the thought that consumers will not buy sufficiently unless the firm attempts great selling and promotion endeavors.

• Selling process is the different steps a salesperson follows when selling. It involves identifying and qualifying, approach, presentation, demonstration, handling objections, closing, and follow-up.

• Techniques are:

– Direct salesperson to customer technique – ­the person to person approach.

– Personal selling is the oral arrangement with one or more potential customers for the intention of making a sale.

– Sales presentation approach – salesperson performs a presentation to a group.

– Seminar selling approach – a sales team handles an educational seminar.

– Telemarketing approach – salespeople get in touch with customers by phone.

– Price reducing and adjustment techniques: by listening to customers’ concerns and com­plaints into and offering helpful after-sales services, salespeople uphold good customer dealings.

– Conference selling approach – salesperson brings resource people from the company to meet a group to educate them.