10 Questions
What is the primary function of selling in marketing?
Determining customer needs and wants
Why is selling sometimes referred to as customized in today's competitive world?
To offer personalized services to customers
What is a key characteristic of the selling process?
Informing customers about product utility
How do skilled salespeople create desire for products according to the text?
By determining clients' needs and buying motives
What does the two-way communication between customers and salespeople aim to achieve?
Helping customers with buying problems
What is the main purpose of selling as mentioned in the text?
To generate generic sales for the organization
What is an integral part of selling besides generating sales?
Providing management consultancies to customers
How does the text describe the scope of selling in terms of handling competition?
By gathering information about competitors and equipping to face competition
In what way does the text suggest professional development for sales personnel?
By participating in sales meetings and training programs
Why does the text emphasize that selling is an informative process and not manipulative?
To convey that selling aims at solving customer problems through information
Study Notes
The Role of Selling in Marketing
- The primary function of selling in marketing is to create a mutually beneficial exchange between the buyer and seller.
- Selling is sometimes referred to as customized in today's competitive world because it involves tailoring the sales approach to meet the unique needs and preferences of individual customers.
Key Characteristics of the Selling Process
- A key characteristic of the selling process is that it involves two-way communication between customers and salespeople, aiming to achieve a mutual understanding of the customer's needs and the product's benefits.
Creating Desire for Products
- Skilled salespeople create desire for products by identifying and highlighting the benefits that meet the customer's specific needs and wants.
Purpose of Selling
- The main purpose of selling is to build long-term relationships with customers, in addition to generating sales.
Integral Components of Selling
- Besides generating sales, an integral part of selling is to provide customer service and support.
Handling Competition
- The scope of selling in terms of handling competition involves differentiating the product or service from competitors and creating a unique value proposition.
Professional Development for Sales Personnel
- The text suggests that professional development for sales personnel is essential, as it enables them to stay updated on product knowledge, industry trends, and customer needs.
Informative vs. Manipulative Selling
- The text emphasizes that selling is an informative process, not manipulative, as it involves providing customers with accurate and relevant information to make informed purchasing decisions, rather than using high-pressure tactics to manipulate them.
Explore the primary function of marketing, selling, which involves determining customer needs and wants through personalized communication. Understand how selling influences decision-making and provides future business opportunities. Learn about the features and characteristics of selling in the competitive market environment.
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