selling skills and there types

2. Selling
Skills……..

3. Meaning:- selling is marketing function that
involves determining client needs and wants and
responding through planned ,personalized
,communication that influences purchase decision
and enhance future business opportunities.
Selling is offering to exchange an item
of value for a different item.The original item of
value being offered may be either tangible or
intangible.

4. Types of selling
▪ McMurry & Arnod’s Classification
▪ Derch Newton Classification
▪ Consumer Indirect Selling
▪ Industrial Selling
▪ Group Selling
▪ Telesales
▪ Franchise Selling
▪ International Selling
▪ Concept Selling

5. McMurry & Arnod’s Classification
The research of American industrial psychologist, Robert N.
McMurry, showed that a 'true' salesman should not sell
anything to anybody. McMurry first published the notion of
different types of sales tasks in 1961. "Each type of sales
work requires its own unique configuration of traits,
attributes and qualities in its practitioner."To build a
productive sales force, the manager first needs to assess the
category of sales. McMurry classified selling positions into six
categories based on the required level of a seller's
negotiating ability.

6. McMurry & Arnod’s Classification
MAINLY DELIVERY
INSIDE ORDERTAKER
OUTSIDE ORDERTAKER
MISSIONARY SELLING
TECHNICAL SELLING
 CREATIVE SELLING

7. MAINLY DELIVERY
This type of salesperson requires few sales-related negotiation
skills. Continued sales are more likely to come from a pleasant
attitude and good service.
INSIDE ORDERTAKER
The salesperson's task is primarily administrative and provides
little opportunity for selling.Customers have usually made up
their minds by this stage so the sales process consists of
completing the order and offering advice only when asked.

8. OUTSIDE ORDERTAKER
Similar to the inside order taker, but here the salesperson visits regular
customers on a regular basis. Most negotiation is conducted at higher
hierarchical levels so the salesperson must simply service the account.This
type of sales occasionally includes merchandising activity or introducing
and demonstrating new products
MISSIONARY SELLING
The salesperson is expected to build goodwill, educate and ultimately
influence the actual or potential user rather than only solicit orders.
Sales personnel also carry out occasional service work as well as
promotional activities

9. TECHNICAL SELLING
The salesperson's task of explaining the function of a product to a
prospect and adapting it to individual customer needs is basic to this
type of selling. 'Sales engineers' use their expert knowledge of product
capabilities and design during commercial negotiations. Their
counterparts on the buying side are also often technically savvy in order
to provide counterweight.
CREATIVE SELLING
Creative selling tends to require the greatest sales 'skills'. Customers
often do not realise that they have a 'need' for certain product or
service. The creative salesperson needs to demonstrate and convince the
buyer of this need through effective communication as illustrated by a new
type of production line that will reduce a company's operating cost level.

10. Derch Newton Classification
Trade Selling
Missionary selling
Technical selling
New business selling

11. Trade Selling
The salesperson calls on regular customers and showing them
new products and taking order for existing product line
New business selling
These sales people seek out new accounts, or work in an industry where
there is very little repeat business. they operate by calling entirely new
customers and selling from scratch

12. Consumer Indirect Selling
The sale of a good or service by a third-party, such as a partner or affiliate,
rather than a company's personnel. Indirect sales may be used in conjunction
with a company's direct sales efforts or may be used in lieu of hiring. Indirect
sales are often made through resellers, such as specialty stores and big box
retailers.
Industrial Selling
Selling to industry for industrial consumption, e g. catering or fuel products, but
more usually goods required to further production, e g. raw materials and
machinery

13. Group Selling
The sales made in a group .That is manly done to increase the sale of the
organisations like Idea family pack sim purchasing
Telesales
The new trending sales carried on .on mobile communication or by telesales like
service Providers selling there schemes
Franchise Selling
A franchise is a type of license that a party (franchisee) acquires to allow them to have
access to a business's (the franchiser) proprietary knowledge, processes and
trademarks in order to allow the party to sell a product or provide a service under the
business's name.

14. International Selling
Due to globalization it is possible to hand on hand communicate the product
by in and out from India
Concept Selling
Concept Sell as raising awareness of the benefits or unique selling points of your products –
more importantly understanding areas of the target customers operation that can be
dramatically improved by utilising your products, services or solutions