This document discusses different types and classifications of selling. It describes McMurry & Arnold's classification of selling into groups A, B and C based on different selling approaches. Group A includes inside order sales, delivery sales, outside order sales, missionary sales and technical sales. Group B involves creative selling for tangible and intangible products. Group C requires unusual creativity for political, indirect or backdoor selling and multiple selling. Derch Newton's classification and other types like consumer indirect selling, group selling, telesales, franchise selling and international selling are also outlined. Challenges of different selling approaches are highlighted.
Theories of Selling
1. AIDAS” theory
2.“Right set of circumstances” theory
3.“Buying-formula” theory
4.“Behavioural equation” theory
Securing Attention
Gaining Interest
Inducing Actions:
J.A Howard
Non-triggering cues
Triggering cues:
Informational cues
A Reinforcement
Specific product information cues
Theories of Selling
1. AIDAS” theory
2.“Right set of circumstances” theory
3.“Buying-formula” theory
4.“Behavioural equation” theory
Securing Attention
Gaining Interest
Inducing Actions:
J.A Howard
Non-triggering cues
Triggering cues:
Informational cues
A Reinforcement
Specific product information cues
Marketing Activities & Customer Response for HyperCity, Pune.
To find out Customer Buying Behavior.
To find out Customer Satisfaction with HyperCity.
To find out product availability in store by customers response.
To find out shopping experience in store.
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Case study on Visual Merchandising in Reliance Retail- By Raghav KulkarniRaghav kulkarni
The following Case study sheds Light on how Reliance Retail uses concept of Visual Merchandising and how it influences and Impacts the customer Buying Pattern and Problems associated with it.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
Marketing Activities & Customer Response for HyperCity, Pune.
To find out Customer Buying Behavior.
To find out Customer Satisfaction with HyperCity.
To find out product availability in store by customers response.
To find out shopping experience in store.
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Case study on Visual Merchandising in Reliance Retail- By Raghav KulkarniRaghav kulkarni
The following Case study sheds Light on how Reliance Retail uses concept of Visual Merchandising and how it influences and Impacts the customer Buying Pattern and Problems associated with it.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
1. Advertising
2. Main purpose of advertising
3. Advertising objectives
4. Advertising media
5. Advantages of advertising
6. Disadvantages of advertising
7. Personal selling
8. Features of personal selling
9. Process of personal selling
10. Importance and role of personal selling
11. Advertising Vs Personal Selling
Marketing seminar conducted for a hotel in Metro Manila, training material for non marketing personnel who just need a snap shot of how marketing works for them to use in their respective job.
If you need a copy of the Power point presentation email your request @ dngrtz2000@hotmail.com, will send you your copy immediately.
The following slide describes Promotion Mix of Marketing Mix which is the Market Promotion consisting of Promotion strategy and its elements such as Personal selling, Sale promotion, Advertising, Publicity, Public relations, etc and it's meaning, merits and demerits. course - Agricultural Marketing, Trade and Prices of Agricultural Economics Department
2. DR. D.Y.PATIL INSTITUTE OF
MANAGEMENT AND REASEARCH
PUNE
Classification of Selling
Submitted By : Amit Arun Badhe
3. SELLING
Selling is an art of persuading the customer to
believe that the purchase of product or service will
actually benefit him or her. Such flow of products ,
services and information from seller to buyer in
exchange of money is Selling.
5. TYPES AND CLASSIFICATION OF SELLING
McMurry & Arnold Classification
Derch Newtons Classification
Consumer Indirect Selling
Group Selling
Telesales
Franchise Selling
International Selling
Concept selling
6. MCMURRY & ARNOLD CLASSIFICATION
Group A
1. Inside order sales
2. Delivery sales
3. Outside order sales
4. Missionary sales
5. Technical sales
Group B(Developmental selling)
1. Creative Selling(Intangible)
2. Creative Selling(Tangible)
Group C (Requiring Unusual creativity)
1. Political , indirect or back door selling
2. Multiple selling
7. MCMURRY & ARNOLD CLASSIFICATION
Group A
1. Inside Order Sale :
A sales person who writes up sales order at sales counter
or those forwarded to the company by telephone.
9. 3. Outside Order:
The sales person actually interacts with
customer or works on actual field
10. 4. Missionary Sales :
It is a form of personal sales in which the
salesperson provides information to an individual who will
influence the purchase decision or convincing those who
has never used a product to buy it. E.g Insurance.
11. 5. Technical sale :
In this type the selling is done with help
of product technical features that can attract consumers.
12. Group B ( Developmental Selling)
1. Creative Selling (Tangible)
Selling creative product to client.
( e.g Interior design , creative architech)
14. GROUP C
1. Back door Selling:
Practice of enticing buyers to purchase goods or
services without competitive bidding.
2. Multiple selling :
Sales person makes presentation to several
individual to sell product.
15. DERCH NEWTON CLSSSIFICATION
Trade Selling
Trade selling means where salespeople get
retailers, wholesalers and distributors to handle their
product and once this is accomplished they help
distributors to sell their product by offering promotional
and merchandising product.
Missionary Selling
Technical Selling
New Business Selling
18. Advantages:
1. Allows companyto quickly sales without hiring more sales person.
2. Suitable for overseas market
3. Startup cost is less
4. Channel is inexpensive-low per transaction cost
Disadvantages:
1. Brand status damage because of poorer customer service by
marketing firm.
2. Manufacturing firm has to give up control of marketing activites to
other firm.
19. INDUSTRIAL SELLING
It is also called B2B Selling or Business to Business
Selling.
1. A business is sourcing materials for their production
process, e.g. a food manufacturer purchasing salt
2. A business needs the services of another for operational
reasons, e.g. a food manufacturer employing an
accountancy firm to audit their finances
3. A business re-sells goods and services produced by others,
e.g. a retailer buying the end product from the food
manufacturer
20. MISSIONARY SELLING
A missionary types sales job involves convincing someone who has
never use a product to buy it. Eg. Insurance , Financial services
21. GROUP SELLING
Group selling helps to one to sell more.
One to many and therefore more cost effecitve.
Many target customers together.
22. TELESALES
Telesales is a service activity that one uses to sell products and
services directly over the telephone
No further contact is required and the entire selling process including
payment transaction in completed during one phone call.
Challenges:
1. No visual contact
2. Time limit
23. INTERNATIONAL SELLING
International selling means selling the product in overseas market.
Challenges Involved in International Selling
1. Cultural Issues
2. Language Barrier
3. Government regulation and policies.
4. Knowledge of international market.
5. Check out competition for strategic planning.