Selling Techniques and Merchandising Lecturer Ph-D Sabau Marius Mircea mariussabau@yahoo.com

WHAT IS MARKETING ?

WHAT IS SELLING?

WHICH ARE THE DIFFERNCE BETWEEN MARKETING AND SELLINGS ? Attitude? Principles? Honestity?

SELLING= MARKETING PRINCIPLES BUT APPLIED TO EACH CUSTOMER + DIRECT NEGOCIATION

SELINGS ARE TRANSLATING MARKETING INTENTIONS TO CONSUMMER

Traditional sellings: sell as much as you can Marketing: produce as much as you can sell

Definition: Definition: Selling management is the process of planning, coordination of selling activities by the employees, in order to reach marketing objective.

Selling functions: Information Persuasion Creating, developing and maintaining the relations with clients

Information PRODUCER I N F O I OFN SELLING AGENT CONSUMER

Types of sellers Exclusive sellers- one producer’s products 2. Multiple sellers – they are working on their own and sell to their own client portfolio the products of more unconcurential producers 3. Intermediate sellers (mercenary) Employees to a special selling company. They are use for a limited timing period

Main missions To sell, that means to have purchasing order. Involves the persuasion to obtain an selling order Prospection in order to get more clients. The selling force will look after new clients, to study their problems and to offer the proper products. Information and communication through clients. The oral communication is very important. Fore some industrial companies is the only way to sell ! To gather and transmitting information. To study the client’s concurrence, distributors’ reaction and opinions. To assure the client fidelity by constant contacts, counseling, and in case of a whole sellers to assist the selling (merchandising) To create a personalized offer to a specific client need.

The law of decreasing yields Sellings’ volume Sellers’ number

The S -law Selling Sellers’ number

Determining the necessary number of sellers X= number of sellers Z=the total number of visit days Ci = the number of clients in “i” sector Di = the number of visits to be performed yearly per client Pi = the total number of visits to be performed in 1 day

ABC Method X= number of sellers bi=the total number of visits to be performed per year to the clients belonging to “i” class ci = the number of clients in “i” sector ai = the number of visits to be performed daily per client d = the total number of days the sellers can perform their visits