WELCOME
DR. D.Y.PATIL INSTITUTE OF
MANAGEMENT AND REASEARCH
PUNE
Classification of Selling
Submitted By : Amit Arun Badhe
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.
PRODUCT SELLING VS SERVICE SELLING
TANGIBLE VS INTANGIBLE
TYPES AND CLASSIFICATION OF SELLING
McMurry & Arnold Classification
Derch Newtons Classification
Consumer Indirect Selling
Group Selling
Telesales
Franchise Selling
International Selling
Concept selling
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
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.
2. Delivery Sales:
Mainly engages in delivery of product.
3. Outside Order:
The sales person actually interacts with
customer or works on actual field
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.
5. Technical sale :
In this type the selling is done with help
of product technical features that can attract consumers.
Group B ( Developmental Selling)
1. Creative Selling (Tangible)
Selling creative product to client.
( e.g Interior design , creative architech)
2. Creative (Intangible)
Selling contents which are creative but intangible
(e.g litaracy works, music works, motion picture)
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.
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
CONSUMER INDIRECT SELLING
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.
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
MISSIONARY SELLING
A missionary types sales job involves convincing someone who has
never use a product to buy it. Eg. Insurance , Financial services
GROUP SELLING
Group selling helps to one to sell more.
One to many and therefore more cost effecitve.
Many target customers together.
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
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.
THANK YOU
