This document outlines and defines three types of selling: transactional selling, relationship selling, and value-added selling. Transactional selling focuses on short-term, one-time sales where the customer's needs are clearly defined. Relationship selling aims to develop long-term relationships with customers by prioritizing trust and commitment over price or product details. Value-added selling provides additional features or services alongside the core product to increase its perceived value compared to competitors.

1. TYPES OF SELLING

2. .
Selling may be classified into three broad
categories :-
1)Transactional Selling
2)Relationship Selling
3)Value Added Selling

3. Transactional Selling
•A Transactional selling is a simple, short-term sale in which the
customer already knows what he needs, so they need to have little
product knowledge on the sales side. This strategy is all about
short-term solutions.
•Neither the buyer nor the seller have much interest in extending the
relationship..
•A transactional selling strategy tends to be more common for a
business that offers a fairly generic product or service with
the objective of profiting by making a high volume of sales.
•Availability of product at low or competitive price are main criteria
for getting sales
•Example- Selling of movie tickets .

4. Relationship selling
• Relationship selling refers to the sales technique that focuses on the
interaction between the buyer and the sales person rather than the price or
details of the product
• The objective of the seller in this type of selling is to become the preferred
supplier and to build strong and ever lasting relationship over a long period
of time.
• The foundation of relationship is based on trust and commitment
• The goal of relationship selling is to know a large enough pool of people so
that all the sales need to come to you, instead of seller having to go out and
find them.
• If a seller don't believe in his product 100% and don't genuinely care about
people and their problems, then seller may need to find a different target
market, or a different product to sell.

5. Value added selling
• Value-added selling means when a seller provides a product or services to
customer that can be used in multiple ways. The products are homogeneous
with few differences (if any) from that of a competitor, and provides
potential customers with a feature or add-on that gives it a greater sense of
value.
• In this type of selling the focus is on correctly understanding the present
and future needs of the customer and meeting those needs better than the
competition, so as to obtain a maximum share of customer’s business
• It is also applied in case of customers who seek lower cost and better
quality and are not interested in partnership relationship.
• Eg- Food sold in a plastic box or a glass that can be used after its content is
consumed.

6. Distinction between Transactional Selling and Relationship Selling

8. Thank you