Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. A period during which goods are sold for a reduced price may also be referred to as a "sale".
65-414: The seller, or the provider of the goods or services , completes a sale in an interaction with a buyer , which may occur at the point of sale or in response to a purchase order from a customer. There is a passing of title (property or ownership) of the item , and the settlement of a price , in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller , not
130-403: A systems approach , at minimum involving roles that sell, enable selling, and develop sales capabilities. Selling also involves salespeople who possess a specific set of sales skills and the knowledge required to facilitate the exchange of value between buyers and sellers that is unique from marketing and advertising. Within these three tenets, the following definition of professional selling
195-478: A book may be paper or electronic. Marketing theory makes use of the service-goods continuum as an important concept which "enables marketers to see the relative goods/services composition of total products". In a narrower sense, service refers to quality of customer service : the measured appropriateness of assistance and support provided to a customer. This particular usage occurs frequently in retailing . Distinctions are made between goods and services in
260-549: A corporation (B2B), in order to make a living resource enter the company. This may occur in person, over the phone or digitally. The field of sales process engineering views "sales" as the output of a larger system, not just as the output of one department. The larger system includes many functional areas within an organization. From this perspective, the labels "sales" and "marketing" cover several processes whose inputs and outputs supply one another. In this context, improving an "output" (such as sales) involves studying and improving
325-545: A geographically dispersed client base use manufacturers' representatives to provide this highly personal service while avoiding the large expense of a captive sales force. Another area of discussion involves the need for alignment and integration of corporate sales and marketing functions. According to a report from the Chief Marketing Officer (CMO) Council, only 40 percent of companies have formal programs, systems or processes in place to align and integrate
390-424: A major role in consumer decision processes. Marketing is the whole of the work on persuasion made for the whole of the target people. Sales is the process of persuasion and effort from one person to one person (B2C), or one person to a corporation (B2B), in order to make a living resource enter the company. This may occur in person, over the phone or digitally. The field of sales process engineering views "sales" as
455-426: A management viewpoint, sales is a part of marketing . Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson ). Selling is considered by many to be a sort of persuading "art". Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which
520-399: 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 . 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 . Selling is
585-399: A service for a cost is also considered a sale. A period during which goods are sold for a reduced price may also be referred to as a "sale". The seller, or the provider of the goods or services , completes a sale in an interaction with a buyer , which may occur at the point of sale or in response to a purchase order from a customer. There is a passing of title (property or ownership) of
650-634: A store/shop, in which case other terms are also common, including salesclerk , shop assistant , and retail clerk . In common law countries, sales are governed generally by the common law and commercial codes . In the United States, the laws governing sales of goods are mostly uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code , albeit with some non-uniform variations. A person or organization expressing an interest in acquiring
715-400: A unique transaction . Many believe that the focus of selling is on the human agents involved in the exchange between buyer and seller. Effective selling also requires a systems approach , at minimum involving roles that sell, enable selling, and develop sales capabilities. Selling also involves salespeople who possess a specific set of sales skills and the knowledge required to facilitate
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#1732772469653780-412: Is a one-on-one coaching process by high-performing sales professionals and consultants with salespeople, managers, and executives. The process involves equipping them with the knowledge, abilities, and skills needed to become more effective sales professionals. Unlike sales training, sales coaching is typically an individualized, ongoing endeavor. In common law countries, sales are governed generally by
845-411: Is a one-on-one coaching process by high-performing sales professionals and consultants with salespeople, managers, and executives. The process involves equipping them with the knowledge, abilities, and skills needed to become more effective sales professionals. Unlike sales training, sales coaching is typically an individualized, ongoing endeavor. In common law countries, sales are governed generally by
910-535: Is assumed to provide utility (satisfaction) to the consumer or end-user, although businesses also consume goods and services in the course of producing their own. Physiocratic economists categorized production into productive labour and unproductive labour. Adam Smith expanded this thought by arguing that any economic activities directly related to material products (goods) were productive, and those activities which involved non-material production (services) were unproductive. This emphasis on material production
975-441: Is considered by many to be a sort of persuading "art". 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 . While the sales process refers to a systematic process of repetitive and measurable milestones,
1040-466: Is offered by the American Society for Training and Development (ASTD): The holistic business system required to effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods or services for equitable value. Team selling is one way to influence sales. Team selling is "a group of people representing the sales department and other functional areas in
1105-466: Is one way to influence sales. Team selling is "a group of people representing the sales department and other functional areas in the firm, such as finance, production, and research and development". (Spiro) Team selling came about in the 1990s through total quality management (TQM). TQM occurs when companies work to improve their customer satisfaction by constantly improving all their operations. Marketing and sales differ greatly, but they generally have
1170-458: Is the difficulty in measuring results for some marketing initiatives. Some marketing and advertising executives focus on creativity and innovation without concern for the top or bottom lines – a fundamental pitfall of marketing for marketing's sake. Many companies find it challenging to get their marketing and sales teams to agree. The two departments, although different in nature, handle very similar concepts and have to work together to achieve
1235-433: Is the value of the goods being sold. Fast-moving consumer-goods (FMCG) require no salespeople at the point of sale to get them to jump off the supermarket shelf and into the customer's trolley. However, the purchase of large mining equipment worth millions of dollars will require a salesperson to manage the sales process – particularly in the face of competitors. Small and medium businesses selling such large ticket items to
1300-469: The common law and commercial codes . In the United States, the laws governing sales of goods are mostly uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code , albeit with some non-uniform variations. 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 . Buying and selling are understood to be two sides of
1365-487: The electricity supply is defined among goods rather than services in the European Union , whereas under United States federal procurement regulations , it is treated as a service. Goods are normally structural and can be transferred in an instant while services are delivered over a period of time. Goods can be returned while a service, once delivered cannot. Goods are not always tangible and may be virtual e.g.
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#17327724696531430-471: The item , and the settlement of a price , in which agreement is reached on a price for which transfer of ownership of the item will occur. The seller , not the purchaser , typically executes the sale and it may be completed prior to the obligation of payment . In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson , but this often refers to someone selling goods in
1495-464: The point of sale to get them to jump off the supermarket shelf and into the customer's trolley. However, the purchase of large mining equipment worth millions of dollars will require a salesperson to manage the sales process – particularly in the face of competitors. Small and medium businesses selling such large ticket items to a geographically dispersed client base use manufacturers' representatives to provide this highly personal service while avoiding
1560-491: The purchaser , typically executes the sale and it may be completed prior to the obligation of payment . In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson , but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including salesclerk , shop assistant , and retail clerk . In common law countries, sales are governed generally by
1625-399: The top or bottom lines – a fundamental pitfall of marketing for marketing's sake. Many companies find it challenging to get their marketing and sales teams to agree. The two departments, although different in nature, handle very similar concepts and have to work together to achieve the business's goals. Building a good relationship between the two teams that encourages communication can be
1690-546: The Commission's intention was to offer traders a means of breaking down barriers occasioned by the different legal systems of its (then) 28 Member States . A 2012 Communication from the Commission argued that a Common European Sales Law would help to address some of the concerns which it had identified in the development of a market for cloud computing services . However, the proposal was withdrawn in December 2014 when
1755-429: The Commission's intention was to offer traders a means of breaking down barriers occasioned by the different legal systems of its (then) 28 Member States . A 2012 Communication from the Commission argued that a Common European Sales Law would help to address some of the concerns which it had identified in the development of a market for cloud computing services . However, the proposal was withdrawn in December 2014 when
1820-474: The Commission's work plan was rationalised. Goods and services Goods are items that are usually (but not always) tangible , such as pens or apples . Services are activities provided by other people, such as teachers or barbers . Taken together, it is the production , distribution , and consumption of goods and services which underpins all economic activity and trade . According to economic theory , consumption of goods and services
1885-564: The United States, the Fair Labor Standards Act defines outside sales representatives as "employees [who] sell their employer's products, services, or facilities to customers away from their employer's place(s) of business, in general, either at the customer's place of business or by selling door-to-door at the customer's home" while defining those who work "from the employer's location" as inside sales. Inside sales generally involves attempting to close business primarily over
1950-487: The United States, the Fair Labor Standards Act defines outside sales representatives as "employees [who] sell their employer's products, services, or facilities to customers away from their employer's place(s) of business, in general, either at the customer's place of business or by selling door-to-door at the customer's home" while defining those who work "from the employer's location" as inside sales. Inside sales generally involves attempting to close business primarily over
2015-438: The broader sales process, since the component functional areas interact and are interdependent. Many large corporations structure their marketing departments, so they are integrated with all areas of the business. They create multiple teams with a singular focus, and the managers of these teams must coordinate efforts to drive profits and business success. For example, an "inbound" campaign seeks to drive more customers "through
Sales - Misplaced Pages Continue
2080-436: The business's goals. Building a good relationship between the two teams that encourages communication can be the key to success. The idea that marketing can potentially eliminate the need for salespeople depends entirely on context. For example, this may be possible in some B2C situations; however, for many B2B transactions (for example, those involving industrial organizations) this is mostly impossible. Another dimension
2145-445: The business. They create multiple teams with a singular focus, and the managers of these teams must coordinate efforts to drive profits and business success. For example, an "inbound" campaign seeks to drive more customers "through the door", giving the sales department a better chance of selling their product to the consumer. A good marketing program would address any potential downsides as well. The sales department would aim to improve
2210-448: The changes in the competitive landscape between the 1950s and the time of writing as so dramatic that the complexity of choice, price, and opportunities for the customer forced this seemingly simple and integrated relationship between sales and marketing to change forever. Petersen goes on to highlight that salespeople spend approximately 40 percent of their time preparing customer-facing deliverables while leveraging less than 50 percent of
2275-448: The changes in the competitive landscape between the 1950s and the time of writing as so dramatic that the complexity of choice, price, and opportunities for the customer forced this seemingly simple and integrated relationship between sales and marketing to change forever. Petersen goes on to highlight that salespeople spend approximately 40 percent of their time preparing customer-facing deliverables while leveraging less than 50 percent of
2340-426: The common law and commercial codes . In the United States, the laws governing sales of goods are mostly uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code , albeit with some non-uniform variations. The European Commission proposed adoption of a Common European Sales Law in 2011 and set out a proposed regulation on this area of law in 2014. Whilst remaining optional,
2405-426: The common law and commercial codes . In the United States, the laws governing sales of goods are mostly uniform to the extent that most jurisdictions have adopted Article 2 of the Uniform Commercial Code , albeit with some non-uniform variations. The European Commission proposed adoption of a Common European Sales Law in 2011 and set out a proposed regulation on this area of law in 2014. Whilst remaining optional,
2470-612: The context of international trade liberalization . For example, the World Trade Organization 's General Agreement on Tariffs and Trade (GATT) covers international trade in goods and the General Agreement on Trade in Services (GATS) covers the services sector . Team selling Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of
2535-460: The definition of the selling is somewhat ambiguous due to the close nature of advertising , promotion , public relations , and direct marketing . Selling is the profession-wide term, much like marketing defines a profession. Recently, attempts have been made to clearly understand who is in the sales profession, and who is not. There are many articles looking at marketing , advertising , promotions , and even public relations as ways to create
2600-456: The door", giving the sales department a better chance of selling their product to the consumer. A good marketing program would address any potential downsides as well. The sales department would aim to improve the interaction between the customer and the sales channel or salesperson. As sales is the forefront of any organization, this would always need to take place before any other business process may begin. Sales management involves breaking down
2665-442: The exchange of value between buyers and sellers that is unique from marketing and advertising. Within these three tenets, the following definition of professional selling is offered by the American Society for Training and Development (ASTD): The holistic business system required to effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods or services for equitable value. Team selling
Sales - Misplaced Pages Continue
2730-402: The firm, such as finance, production, and research and development". (Spiro) Team selling came about in the 1990s through total quality management (TQM). TQM occurs when companies work to improve their customer satisfaction by constantly improving all their operations. Marketing and sales differ greatly, but they generally have the same goal. Selling is the final stage in marketing which puts
2795-509: The increase of the use of the internet today, sales functions of several enterprises are finding traditional methods of marketing quite old fashioned and less efficient. So the use of automated Marketing Applications is on the rise ranging from Customer Relationship Management (CRM) to sales force management . Traditionally, these two functions, as referred above, have operated separately, left in siloed areas of tactical responsibility. Glen Petersen's book The Profit Maximization Paradox sees
2860-427: The interaction between the customer and the sales channel or salesperson. As sales is the forefront of any organization, this would always need to take place before any other business process may begin. Sales management involves breaking down the selling process and increasing the effectiveness of the discrete processes, as well as improving the interactions between processes. For example, in an outbound sales environment,
2925-424: The key to success. The idea that marketing can potentially eliminate the need for salespeople depends entirely on context. For example, this may be possible in some B2C situations; however, for many B2B transactions (for example, those involving industrial organizations) this is mostly impossible. Another dimension is the value of the goods being sold. Fast-moving consumer-goods (FMCG) require no salespeople at
2990-433: The large expense of a captive sales force. Another area of discussion involves the need for alignment and integration of corporate sales and marketing functions. According to a report from the Chief Marketing Officer (CMO) Council, only 40 percent of companies have formal programs, systems or processes in place to align and integrate the two critical functions. Sales, Digital Marketing and Automated Marketing campaigns. With
3055-435: The materials created by marketing, adding to perceptions that marketing is out of touch with the customer and that sales is resistant to messaging and strategy . A sale can take place through face-to-face contact, via mail order , through a vending machine or through online selling . Other methods of selling include: Agents in the sales process can represent either of two parties in the sales process; for example: In
3120-434: The materials created by marketing, adding to perceptions that marketing is out of touch with the customer and that sales is resistant to messaging and strategy . A sale can take place through face-to-face contact, via mail order , through a vending machine or through online selling . Other methods of selling include: Agents in the sales process can represent either of two parties in the sales process; for example: In
3185-437: The offered item of value is referred to as a potential buyer, prospective customer, or prospect . Buying and selling are understood to be two sides of the same "coin" or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that
3250-488: The organization. Achieving this goal may involve the sales team using promotional techniques such as advertising , sales promotion , publicity , and public relations , creating new sales channels, or creating new products. It can also include encouraging the potential customer to visit the organization's website, contact the organization for more information, or interact with the organization via social media channels such as Twitter , Facebook and blogs . Social values play
3315-515: 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. Although the skills required are different, from a management viewpoint, sales is a part of marketing . Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson ). Selling
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#17327724696533380-451: The other. Most products fall between these two extremes. For example, a restaurant provides a physical good (prepared food), but also provides services in the form of ambience, the setting and clearing of the table, etc. Although some utilities, such as electricity and communications service providers , exclusively provide services, other utilities deliver physical goods, such as water utilities . For public sector contracting purposes,
3445-564: The output of a larger system, not just as the output of one department. The larger system includes many functional areas within an organization. From this perspective, the labels "sales" and "marketing" cover several processes whose inputs and outputs supply one another. In this context, improving an "output" (such as sales) involves studying and improving the broader sales process, since the component functional areas interact and are interdependent. Many large corporations structure their marketing departments, so they are integrated with all areas of
3510-436: The parties end up nearly equally rewarded. 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. Although the skills required are different, from
3575-414: The phone via telemarketing , while outside sales (or "field" sales) will usually involve initial phone work to book sales calls at the potential buyer's location to attempt to close the deal in person. Some companies have an inside sales department that works with outside representatives and book their appointments for them. Inside sales sometimes refers to upselling to existing customers. Sales Coaching
3640-413: The phone via telemarketing , while outside sales (or "field" sales) will usually involve initial phone work to book sales calls at the potential buyer's location to attempt to close the deal in person. Some companies have an inside sales department that works with outside representatives and book their appointments for them. Inside sales sometimes refers to upselling to existing customers. Sales Coaching
3705-601: The plan into effect. A marketing plan includes pricing, promotion, place, and product (the 4 P's). A marketing department in an organization has the goals of increasing the desirability and value of the products and services to the customer and increasing the number and engagement of successful interactions between potential customers and the organization. Achieving this goal may involve the sales team using promotional techniques such as advertising , sales promotion , publicity , and public relations , creating new sales channels, or creating new products. It can also include encouraging
3770-463: The potential customer to visit the organization's website, contact the organization for more information, or interact with the organization via social media channels such as Twitter , Facebook and blogs . Social values play a major role in consumer decision processes. Marketing is the whole of the work on persuasion made for the whole of the target people. Sales is the process of persuasion and effort from one person to one person (B2C), or one person to
3835-467: The profession-wide term, much like marketing defines a profession. Recently, attempts have been made to clearly understand who is in the sales profession, and who is not. There are many articles looking at marketing , advertising , promotions , and even public relations as ways to create a unique transaction . Many believe that the focus of selling is on the human agents involved in the exchange between buyer and seller. Effective selling also requires
3900-423: The same "coin" or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party's need for
3965-407: The same goal. Selling is the final stage in marketing which puts the plan into effect. A marketing plan includes pricing, promotion, place, and product (the 4 P's). A marketing department in an organization has the goals of increasing the desirability and value of the products and services to the customer and increasing the number and engagement of successful interactions between potential customers and
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#17327724696534030-499: The selling process and increasing the effectiveness of the discrete processes, as well as improving the interactions between processes. For example, in an outbound sales environment, the typical process includes outbound calling, the sales pitch, handling objections, opportunity identification, and the close. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. One further common complication of marketing
4095-605: The two critical functions. Sales, Digital Marketing and Automated Marketing campaigns. With the increase of the use of the internet today, sales functions of several enterprises are finding traditional methods of marketing quite old fashioned and less efficient. So the use of automated Marketing Applications is on the rise ranging from Customer Relationship Management (CRM) to sales force management . Traditionally, these two functions, as referred above, have operated separately, left in siloed areas of tactical responsibility. Glen Petersen's book The Profit Maximization Paradox sees
4160-483: The typical process includes outbound calling, the sales pitch, handling objections, opportunity identification, and the close. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. One further common complication of marketing is the difficulty in measuring results for some marketing initiatives. Some marketing and advertising executives focus on creativity and innovation without concern for
4225-450: Was adapted by David Ricardo , Thomas Robert Malthus and John Stuart Mill , and influenced later Marxian economics . Other, mainly Italian, 18th-century economists maintained that all desired goods and services were productive. The division of consumables into services is a simplification: these are not discrete categories. Most business theorists see a continuum with pure service at one endpoint and pure tangible commodity goods at
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