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Professional Selling: A Case Study

Selling is offering a tangible or intangible product or service in exchange of certain value. Over the years, selling function has evolved drastically. It has undergone changes from barter trade in the olden days to the modern day up-selling and cross-selling. Regardless of the selling method, the whole purpose of selling is to create the need for the product in the mind of a customer and close the call. In this study, we can understand more about the techniques of selling with reference to the products (3) we chose to sell. Skin care products for women- The beauty market is riding on the success wave of these products.

There are various products available including anti-aging creams, anti-wrinkle creams, skin firming creams, face and body creams, stretch marks and scar removal creams, acne creams, antioxidants, cellulite creams and lotions, mineral cosmetics, mineral makeup & spa-quality body scrubs. Laptops – Some latest features available in laptops are 14”-17” (widescreen) TFT screens, Nvidia GeForce or ATI Radeon graphics subsystems, internal DVD-ROM or DVD-RW drive, integrated modem, network, Bluetooth and Wi-Fi capabilities, integrated audio and speaker systems & Intel Centrino style processors.

DVDs- Including music videos, movies, games & entertainment. Selling Techniques 1. Direct selling: Also known as door-to-door selling, it is the oldest way of selling the products. A salesperson arriving with the bagful of products to choose from, while convincing the prospect to buy at least one product. This technique will be preferable for selling skin care products and DVDs rather than selling laptops. 2. Cold calling: A telemarketer calling the unknown prospect and explaining about the products and persuading the prospect to buy the product.

This technique can be best suited for selling DVDs. 3. Consultative calling. This technique dates back to almost three decades, yet it is powerful tool even today. It is the process, where a salesperson acts as a consultant and identifies the customer’s needs and offers the best solution. For selling Laptops this method is ideal. This technique may be useful for creating the needs for new skin care products, when a salesperson targets a salon. 4. Online marketing. Selling products online via e-bay or via email marketing is another way.

Skin care products and DVDs can easily be sold using this method. 5. Hard selling: via advertisement where the buyer is compelled to buy any product. Certainly, when the advertisement is irresistible, a customer is forced to buy that product whether he/she needs it or not. Above products are among the top 10 products that are sold in a large volume everyday. These products can be sold to any age group students, homemakers, working professionals etc. Hence, we chose these products for our study. References http://www. rebeccamorgan. com/articles7. html

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