Sales and Selling

The sale can be made through:

   * Direct sales, involving person to person contact
         o Buying Facilitation Method
   * Pro forma sales
   * Agency-based
         o Sales agents (real estate, manufacturing)
         o Sales outsourcing through direct branded representation
         o Transaction sales
         o Consultative sales
         o Complex sales
         o Consignment
         o Telemarketing or telesales
         o Retail or consumer
   * Traveling salesman
         o Door-to-door
         o To tourists on crowded beach
   * Request for proposal – An invitation for suppliers, through a bidding process, to submit a proposal on a specific product or service. An RFP is usually part of a complex sales process, also known as enterprise sales.
   * Business-to-business – Business-to-business sales are much more relationship based owing to the lack of emotional attachment to the products in question. Industrial/Professional Sales is selling from one business to another
   * Electronic
         o Web – Business-to-business and business-to-consumer
         o Electronic Data Interchange (EDI) – A set of standard for structuring information to be electronically exchanged between and within businesses
   * Indirect, human-mediated but with indirect contact
         o Mail-order
   * Sales Methods:
         o Selling technique
         o SPIN Selling
         o Consultative selling
         o Solution selling
         o Conceptual Selling
         o Strategic Selling
         o Sales Negotiation
         o Reverse Selling
         o Paint-the-Picture
         o Large Account Management Process