1. Selling Techniques and Merchandising
Lecturer Ph-D Sabau Marius Mircea

2. WHAT IS MARKETING ?

3. WHAT IS SELLING?

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

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

6. SELINGS ARE TRANSLATING MARKETING INTENTIONS TO CONSUMMER

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

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

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

10. Information
PRODUCER I N F O I
OFN
SELLING AGENT
CONSUMER

11. Types of sellers Exclusive sellers- one producer’s products
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

12. 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.

13. The law of decreasing yields
Sellings’
volume
Sellers’ number

14. The S -law
Selling
Sellers’ number

15. 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

16. 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