Saturday, 20 July 2013

difference between selling and marking

Marketing and selling are related but differ greatly. Marketing plays a major role in creating new channels/clients and maintaining the existing channels and this contributes to more sales. Selling involves making more sales so as to increase the company's revenues. Despite the difference, the two functions are dependent on each other and therefore a firm should form a system where the two functions are carried out together.

Marketing:

  • identifies appropriate prospects
  • effectively communicates image and capabilities of the firm
  • creates awareness of, and emphasizes an appeal—a differentiation factor—about the firm
  • perfects customer service
  • requests feedback from clients on a regular basis
  • anticipates and meets needs Marketing often necessitates cultural changes at every level in the firm
Ultimately, marketing strives to make all interactions with your firm (aka “moments of truth”) into positive experiences.

Selling is:

  • • proactive seeking of prospects
  • • interacting to qualify prospects
  • • effective acknowledgment of the prospect’s concerns
  • • closing the sale—getting hired
  • • following up and staying in contact when not hired
Successful sellers use active listening skills and demonstrate the ability to meet the prospect’s needs by conveying competence and confidence. Sellers rely on public perception of expertise and/or excellence—a product of marketing; therefore, they feel obligated to meet these expectations and to follow through impeccably.
As with marketers, successful sellers also create positive moments of truth, even if the firm is not hired, by representing the firm well.
Marketing and sales overlap slightly, and depend on each other, but they are distinctly different.


According to Prof. Theodore Levitt ‘The difference between selling and marketing is more than semantic. A truly marketing minded firm tries to create value satisfying goods and services which the consumers will want to buy. What is offers for sale is determined not by the seller but by the buyers. The seller takes his cues from the buyer and the product becomes the consequence of the marketing effort, not vice versa. Selling merely concerns itself with the tricks and techniques of getting the customers to exchange their cash for the company’s products, it does not bother about the value satisfaction that the exchange is all about. On the contrary, marketing views the en¬tire business as consisting of a tightly integrated effort to discover, create, arouse ad satisfy customer needs’.

SELLING
1 Emphasis is on the product
2 Company Manufactures the product first
3 Management is sales volume oriented
4 Planning is short-run-oriented in terms of today’s products and markets
5 Stresses needs of seller
6 Views business as a good producing process
7 Emphasis on staying with existing technology and reducing costs
8 Different departments work as in a highly separate water tight compartments
9 Cost determines Price
10 Selling views customer as a last link in business

MARKETING
1 Emphasis on consumer needs wants
2 Company first determines customers needs and wants and then decides out how to deliver a product to   satisfy these wants
3 Management is profit oriented
4 Planning is long-run-oriented in today’s products and terms of new products, tomorrow’s markets and   future growth
5 Stresses needs and wants of buyers
6 Views business as consumer producing process sat¬isfying process
7 Emphasis on innovation on every existing technol¬ogy and reducing every sphere, on providing better   costs value to the customer by adopting a superior technology
8 All departments of the business integrated manner, the sole purpose being generation of consumer    satisfaction
9. Consumer determine price, price determines cost
10. Marketing views the customer last link in business as the very purpose of the business

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