Definitions

Selling

Selling

[sel-ing]
Academically, selling is thought of as a part of marketing, however, the two disciplines are completely different. Sales often forms a separate grouping in a corporate structure, employing separate specialist operatives known as salespeople (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 a salesperson 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

Sales departments often form a separate grouping in a corporate structure, employing individuals who specialize in sale specific roles.

Selling involves sales which are the pinnacle act of completed of a purchasing activity.

Selling also involves salespeople who are the primary agents of facilitating sales.

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 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 specific set of sales skills and knowledge are required to facilitate the exchange of value between buyers and sellers that is unique from marketing, advertising,etc.

Within these three tenets the following definition of profession selling is offered by the American Society for Training and Development (ASTD):

Professional Selling is defined as

"The holistic business system required to effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods and/or services for equitable value.


Selling may also refer to:

References

  • Philip Kotler, Principles of Marketing, Prentice -Hall, 1980. (Subsequent editions 1983, 1986, 1989, 1991, 1994, 1996, 1999, 2001, 2004, 2006, 2008. Gary Armstrong joined as co-author in 1989.)

External links

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