Answer to Question #219396 in Management for Prabhdeep

Question

SUBJECT : ADVERTISING AND SALES MANAGEMENT

What are different types of Selling , ELABORATE IN DETAIL ? What factors (GIVE AT LEAST 7 FACTORS WITH ELABORATION) influence the type of selling a company adopts? Which would-be best-selling method for following:

(a) National Pension Scheme

(b) Car Insurance.

Answer 1

Types of Selling

Transactional Selling

In this method a sales representative goes out and entices new customers and in the process tries to seal a deal.

Selling Solutions

In this method the company tailor makes products and services to suit the needs and wants of customers.

Selling Provocatively

This involves making would be customers aware that you are selling products or services that they are not aware (Scholz et al, 2020).

 

Factors Affecting Selling Type Adopted

Marketing Strategy

The strategy that the firm has adopted will affect the selling strategy.

Marketing Department

The policies that are adopted by the marketing department of an organization will predict the selling strategy.

 

Products and Services

The products and services that the firm produces will predict the type of selling.

Multiple Selling Platforms

If the firm sells on multiple platforms such as online and offline, this will affect the type of selling (Sila, 2013).

Finances

If the firm can flex its financial muscle, then it can adopt the latest selling strategy.

Consumer Expectations and Behavior

The consumer expectations as well as their behaviors will predict the selling strategy.

Competitors

The selling strategy adopted by the competitor will influence the selling type that a firm adopts.

 

 

Best Selling Method

(a)  National Pension Scheme – Provocative Selling

(b)  Car Insurance - Transactional Selling

 

 

References

Scholz, T., Redler, J. and Pagel, S., 2020. Re-designing adaptive selling strategies: the role of different types of shopping companions. Review of Managerial Science, pp.1-38.

 

Sila, I., 2013. Factors affecting the adoption of B2B e-commerce technologies. Electronic commerce research, 13(2), pp.199-236.