Many believe that the focus of selling is on the human agents involved in the exchange between buyer and seller. A sales farmer is someone who creates sales demand by activities that directly influence and alter the buying process. An example is a commodity sale such as a long distance sales person, shoe sales person and to a degree a car sales person. This process is called “sales capturing”. In terms of sales methodology a hunter refers to a person whose focus is on bringing in and closing deals. A hunter is often associated with aggressive personalities who use aggressive sales technique.
Principal definition sales professional#
The reality is that most professional sales people have a little of both. Two common terms used to describe a salesperson are “Farmer” and “Hunter”.
There are many articles looking at marketing, advertising, promotions, and even public relations as ways to create a unique transaction.
Recently, attempts have been made to clearly understand who is in the sales profession, and who is not. Selling is the profession-wide term, much like marketing defines a profession. While the sales process refers to a systematic process of repetitive and measurable milestones, the definition of the selling is somewhat ambiguous due to the close nature of advertising, promotion, public relations, and direct marketing.
Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way. Selling is considered by many to be a sort of persuading “art”. Sales often forms a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson). Management point of viewįrom a management viewpoint it is thought of as a part of marketing, although the skills required are different. The stages of selling, and buying, involve getting acquainted, assessing each party’s need for the other’s item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer’s terms, “worth the price.” Sometimes, sellers have to use their own experiences when selling products with appropriate discounts. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The exchange, or selling, process has implied rules and identifiable stages. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. Buying and selling are understood to be two sides of the same “coin” or transaction.
The Management Dictionary covers over 2000 business concepts from 5 categories.A person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer or prospect. The content on MBA Skool has been created for educational & academic purpose only.īrowse the definition and meaning of more similar terms. It has been reviewed & published by the MBA Skool Team. This article has been researched & authored by the Business Concepts Team. Here, the buyer beware concept is followed where buyer should be vigilant because making sales becomes the primary concern of companies and customer satisfaction is secondary. Profitability is achieved through sales volume but it is not favourable in a competitive environment. It is one of the parts of the marketing concept. This is also called the selling concept where the sole aim is sales, and not whether the product is actually required. The focus is on sales (profit) first and then on marketing. It is a concept or an idea which lays emphasis on the sale of goods and services and not the underlying need or want, and it does not really matter whether the products are actually needed by the customer or not.
0 kommentar(er)
