1. SALES AND MARKETING
IN
ARCHITECTURE
CONTENT:
• INTRO (WHAT IS SALES AND MARKETING)
• SALESMAN (QUALITIES AND PERSONALITY)
• CUSTOMER (BASIC NEEDS OF A CUSTOMER AND CUSTOMER SATISFACTION)
SUBMITTED BY:
UDAY YADAV
3RD YR-B

2. WHAT IS SALES AND MARKETTING?!
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Marketing is creating the demand in the market while sales is fulfilling that demand.
Marketing creates a brand image of the product or service while sales is only related with selling the
product or service.
Marketing is related with educating and creating awareness of the product or service in the market.
ITS ALL ABOUT THE
PRODUCT THAT YOU
ARE SELLING !!!
THE PROCESS OF SELLING
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Analyse your products/services to determine what benefits they provide and how they meet customer
needs.
If you produce a product or service which exceeds your customers expectations while fulfilling their needs
and wants, it will basically sell itself.
A quality product or service is much easier to sell.
VALUE-ADDED SELLING TECHNIQUES
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Tell customers about a variety of products and services –those of competitors as well as of your own
company – that may meet their needs.
Link the customer to any support people in your organization who can help, advise or add value to the
customer's use of products and services.
Respond promptly to customer inquiries.

3. WHAT MAKES A GOOD SALESMAN?!
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•
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„Personality‟ refers to the dynamic force of a person which attracts and impresses others.
Similarly, “Sales Personality” or „Personality of Salesman‟ includes his appearance, his characters, his
mannerisms, his talk and the general impression which impresses and convinces the prospects.
By using these qualities and abilities skilfully, the salesman is able to impress the customers
favourably.
As a result, the customers are attracted towards the product or service and ultimately purchase it.
Assertive: Effectively
controls interactions
and doesn’t cave in
easily
QUALITIES OF A GOOD SALESMAN
Funny: Engages
customer emotions,
is likeable and
memorable
Focused: Doesn’t get
side-tracked; knows
the final destination
Structured: Leads the
customer through
the process, is
organized and
follows through
Relational: Cares
about the person, not
just the sale;
effectively identifies
customer needs
Outgoing: Projects a
great first impression
and is energized by
social interactions
Confident: Believes
in own abilities and
can handle rejection
Driven: Has a sense
of urgency and a
need to accomplish
the task at hand

4. WHO IS A CUSTOMER ??!
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•
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A customer is someone who makes use of the paid products of an individual or organization.
This is typically through purchasing or renting goods or services.
A customer is not dependent on us, rather, we are dependent on him.
A customer might expect to encounter efficiency, helpfulness, reliability, confidence in the
staff, and a personal interest in his or her patronage.
THE BASIC NEEDS
OF CUSTOMERS
FRIENDLINESS
A customer should be greeted graciously and with warmth.
OPTIONS AND ALTERNATIVES
CUSTOMER SATISFACTION
Customer satisfaction, a business term,
is a measure of how products and
services supplied by a company meet or
surpass customer expectation. It is seen
as a key performance indicator within
business.
Customers need to feel that other avenues are available to getting what they want accomplished.
UNDERSTANDING
Customers have simple expectations that we who serve them can put ourselves in their shoes, understanding what it is they
came to us for in the first place.
FAIRNESS
We all need to feel we are being treated fairly. Customers get very annoyed and defensive when they feel they are not attended
properly.
INFORMATION
Customers need to be educated and informed about our products and services, and they don‟t want us leaving anything out!