This document discusses different types of selling and their characteristics. It identifies five main types: transactional selling, product-oriented selling, needs-oriented selling, consultative selling, and insight selling. Insight selling follows a three-level model of connecting customer needs to solutions, convincing prospects of maximum returns with a company, and bringing new collaborative ideas. Understanding the appropriate type of selling for each customer can help salespeople be more effective.

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Universidad Cristiana de Panamá
Commercial English
Types of selling
Magister Israel Torres
Student: Margarita Calderon
Year 2019

2. 2
Summary
In this written work, it is shows different types of selling and
their characteristics.

3. 3
Introduction
Sell could be something very difficult if you don’t know how to
approach to your customer. We can make people uncomfortable
trying to sell thing. Selling is not just putting a product here and
tell people to buy it. It is more than that you need to have tactics,
be strategic so you can make a good sale.
That’s why you are entering in this kind of business you need to
learn a lot about sales. There are different types of sales that are
used. By different types of sales, it’s refer to the styles that
salespeople will adopt when they are with prospects and customers.
Either face-to-face or online.
Over the years the styles have changed because buyers’ needs
have changed. What was a trend yesterday, it’s not today.
Nowadays it is difficult to find products that can make it to the
top of sales because marketing is too wide and people change of
opinion constantly.
If we were to sell in the same way as the snake-oil salespeople of
the Wild West in 19th century America, we would be very quickly
out of a job.

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Purpose
To know the different types of selling we can use in a business.
Research Questions
What are the different types of selling?
What are the characteristics of the types of selling?
Objective
To bring the right information about how to use these different
types of selling, so can be use in a company or business.

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Theoretical Framework
As we declare in the beginning of this written work there are
different types of selling and each one has a unique characteristic
that help you to sell something. Bellow you will find some types of
selling and a brief description.
1. transactional selling: With this type of sales, the objective of
the salesperson is to overtly sell the product. Any process
that is in place normally follows the adage of ‘pile them high,
sell them cheap’. This type of selling is reserved for the
one-off sale where there isn’t much chance of repeat
business.
2. product-oriented selling: In this type of sales, the technique
of the salesperson is to talk about the product and nothing
else. They will talk about the features; benefits of the
product also could example or science demonstrations of the
product in action. Salespeople often get roped into this type
of sale when a prospect says to them ‘what do you do and why
are you selling this to me?’
3. needs-oriented selling: Using this type of sales technique, a
salesperson will identify and figure out the needs of a
customer through different questions and then present a
solution to those needs as is required by the customer. This
creates a discourse between the salesperson and prospect
but doesn’t go so far as to solve specific problems that the
customer may have.
4. consultative selling: This type of sale requires an element of
trust and relationship between the salesperson and the
prospect. The purpose is not to focus on just the product but
to focus really on the relationship and how that is going to be

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established between the salesperson’s company and the
prospect’s company.
5. insight selling: This one have more specific techniques in
order to sale that will be mention on to the next pages.

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Methodology
The last one “insight selling” It’s based on a simple 3 level model
that brings on successful results:
 Level 1 is to connect, where salespeople connect the customer
needs and their company solutions to the issues that the
buyers have.
 Level 2 is the convince stage, where salespeople convince
their prospects they can achieve maximum returns with lower
risk and that they are the most effective company to deal
with if you want the results that have been promised.
 Level 3 of insight selling is known as the collaboration stage,
where salespeople bring new ideas to the table and have
insights as to the future operations of the company they will
be working with.
It’s important to recognize that each of these types of sales has
their place. If you understand the type of sale that’s absolutely
right for your customer, then you will be in a strong position to use
the specific type in the right way at the right time to bring the
right results for both you and your customer.

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Findings
One interesting proverb that I didn’t know while I was reading and
analyzing the types of selling was “pile them high, sell them
cheap”. At the first read of it, I didn’t get what was the meaning
of proverb. But after searched the information I understand what
it is refer to.
Pile them high, sell them cheap means that if you low the price of a
product you can sell large quantities of it.

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Conclusion
In conclusion to all provided, I can say that salesperson have to
study a lot about not just the product but also trends and people
behavior so they can approach them in style maybe product-
oriented or needs-oriented and provide to the buyers’ the product
that they are selling making the customer think (could be true or
not it’s depend) that the product that they are selling it’s the ideal
for the needs or to satisfy whatever the customer desire is.
As I said, a salesperson needs to be a knowledgeable person and be
polite and friendly so people don’t get defensive with them when
they are making their moves to sell the product.
In my own experience, it’s very difficult more over the phone if you
aren’t facing that customer so you can read their expression and
need to listen carefully in order to see if there are changes in
their emotions through their tone of voice or comments about the
product. I sincerely respect a salesperson because I can’t do that
type of job.

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Infographic
https://www.mtdsalestraining.com/mtdblog/what-are-the-different-types-of-selling.html

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Appendices