Types of personal selling

Industrial selling
Retail selling
Services selling
Types of personal selling

1. Industrial Selling
 It is basically termed as BtoB selling but in a traditional business
model, it is characterized as the manufacturing sector selling.
 These are grouped into four categories on the basis of their
consumer base
Types of personal selling

a)Selling to resellers
 A reseller is a wholesaler or a retailer or an intermediary who buys
finished goods and resell them to the end –users..
b) Selling to business users
 This means the output of one producer enters into production
process of another producer to manufacture a final goods for the
consumption of end users
Types of personal selling

c) Institutional selling
 These institutional customers use the products in their daily
operation.
 Companies such as Xerox in photocopiers, J&J in surgical
equipments, and Reynolds in office stationeries sell directly to
institutions for institutional consumption.
d) Selling to governments
 company is also selling their goods in govt. organization. such as
railway canteen,defence canteen etc.
Types of personal selling

2.Retail Selling
 Retailing is defined as the all the activities directly related to the
sales of goods and services to ultimate customers for personal or
non business use or consumption
3.service selling
 Services such as insurance, airline, and travel are intangible in
nature. unlike products services cannot be separated from their
source and hence cannot be stored for future use.
 Types of Selling
Inside Order Taker

Order
Takers Delivery Sales
People

Outside Order
Takers
Selling Order Missionary Sales
Function Creators People
New Business
Sales People

Front Line Organizational

Sales People Sales People

Order Getters Consumer

Sales People

Sales Technical Support

Support sales People
Sales
people Merchandisers
Types of Selling

1.Order taker Salespeople

a) Inside order takers
 They are retail sales assistant's sales assistant role is to complete the
transaction
b) Delivery Salespeople
 Who delivers newspapers, magazines, and pizza. etc.
c) Outside Order Taker
 Who visit the customers regularly and their primary concern is to respond
to the customer calls rather than seek new customers.
 Sales people of Eureka Forbes are included in this category
Types of Selling

2.Order Creators
 Missionary salespeople who normally don’t close a sale but
persuade the customers to promote the sellers brand. E.g. MR
 In this kind of selling, the objective is to educate and make the
people aware of the product rather than closing a sale
Types of Selling

3. Order Getters
A .Front line Sales People
a) New Business Sale people
 They are the front line salespeople who go door to door
to sell products. the function is to persuade new buyers
and non-users to buy a company products and services
b) Organizational salespeople
 They are industrial sellers who try to establish and
nurture a long term relationship with organizational buyer.
 The selling job involve team selling where a cross
functional sales team, sales and technical staff joined
together, does a sales presentation.
Types of Selling

c) Consumer sells people

 They are door to door salesperson who sells
insurance and other personal product for
individual consumption.
B. Sales support Salespeople
a) Technical sells support
 They support the frontline salespeople when
the product is technically complex
b) Merchandisers
 They prove sales support in retail and wholesale.