selling situations

  • Order Takers

    Seek repeat sales, make certain that customers have sufficient product quantities where and when they need it. Do not require extensive sales effort. Arrange displays, restocks them, answer phone calls. Low compensation, little training required. High turnover of personnel. 2 types:
    • Inside Order Takers receive orders by mail/phone, sales person in a retail store.
    • Field Order Takers travel to customers. Use laptop computers to improve tracking of inventory and orders etc.

  • Order Getters

    Sell to new customers and increase sales to present customers, sometimes called creative selling.
    Generate customer leads, provide information, persuading customers and closing sales. Required for high priced, complex and/or new products. High pressure, requires expensive, time consuming training.

  • Support Personnel

    Facilitate the selling function. Primarily business to business products.
    • Missionary Salespeople Distribute information regarding new goods or services, describes attributes and leaves materials, does not close sales. Assist producers' customers in selling to their own customers. IE call on retailers and persuade them to carry the product. Pharmaceuticals may go to doctors offices and persuade them to carry their products.
    • Trade Salespeople May perform order taking function as well. Spend much time helping customers, especially retail stores, to promote the product. Restock the shelves, set up displays. Technical Salespersons Offer technical assistance to current customers. Usually trained engineers etc.
    • Service Salespeople interacts with customers after sale is complete.
    Team selling...entire team of selling professionals in selling to and servicing major customers, especially when specialized knowledge is needed to satisfy different interests in customers' buying centers.

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