Differentiate between the following:
(a) Creative salesmanship and competitive salesmanship
Ans – Creative Salesmanship and Competitive Salesmanship:
1. Creative Salesmanship:
Focus: Creative salesmanship emphasizes innovative and out-of-the-box approaches to selling products or services.
Strategy: Salespeople use creativity and imagination to develop unique selling propositions, engaging presentations, and memorable experiences for customers.
Goal: The goal of creative salesmanship is to differentiate the product or service from competitors, capture customer attention, and create value through creative solutions.
Example: A salesperson may use storytelling, humor, or interactive demonstrations to engage customers and highlight the benefits of the product in a memorable and impactful way.
2. Competitive Salesmanship:
Focus: Competitive salesmanship focuses on outperforming competitors and winning market share through aggressive selling tactics.
Strategy: Salespeople emphasize competitive advantages, such as pricing, quality, features, or service, to position the product or service as superior to alternatives offered by competitors.
Goal: The goal of competitive salesmanship is to outmaneuver competitors, win sales opportunities, and gain a competitive edge in the market.
Example: A salesperson may highlight the weaknesses of competitors' products or services and emphasize the superior value proposition offered by their own product to convince customers to choose their offering over competitors.
(b) Selling and marketing
Ans – Selling and Marketing:
1. Selling:
Focus: Selling focuses on the direct exchange of goods or services for money between a seller and a buyer.
Scope: Selling involves personal or direct communication with individual customers to identify needs, present solutions, negotiate terms, and close sales transactions.
Role: Sales activities are primarily concerned with generating revenue and achieving sales targets through direct customer interactions and relationship-building.
Example: A salesperson meets with a potential customer to understand their requirements, present product options, address concerns, negotiate pricing, and finalize the sale.
2. Marketing:
Focus: Marketing focuses on creating, communicating, and delivering value to customers through a range of activities and channels.
Scope: Marketing encompasses a broader set of activities, including market research, product development, pricing strategies, promotion, distribution, and customer relationship management.
Role: Marketing activities aim to create awareness, generate interest, stimulate demand, and ultimately facilitate sales by positioning products or services effectively in the market.
Example: A marketing team conducts market research to understand customer needs and preferences, develops advertising campaigns to promote brand awareness, designs packaging and branding materials, and implements digital marketing strategies to reach target audiences and drive sales.
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