Selling Essays

Main Characteristics of a Marketing Orientated Organization

Marketing-oriented organization is defined to have characteristics as having FOCUS ON CUSTOMERS and the customers are regarded as top of organization chart. Continuous analysis of the marketplace helps them to adapt, promote, and differentiate their products and service to meet customers’ needs (Enterprise automation group, accessed 2009). Through satisfying customers, these organizations can get PROFITS. The STRUCTURE of marketing-oriented organization often has few layers and their policies are not very difficult. Moreover, the STRATEGIES of a market oriented organization are…

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Personal Relationship Selling

Successful firms are dismissing the hard-sell, short-term orientation of personal selling in favor of a customer-oriented, long-term selling model referred to as relationship selling. A lot of businesses can establish distinctive positions in the marketplace for themselves, their goods, as well as their services. This capability is a potent strength in marketing. Indeed, an effective marketing stratagem is also known for its excellent positioning strategy. However that in itself is does not guarantee customer following because it is not so…

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Selling Crisps_ Reformulating Public Opinion

A recent survey demonstrated that over 50% of integrated delivery systems lost an average of $50,000 dollars per physician (Porn 2001). Healthcare organizations in the 1990’s began to develop new methods of healthcare delivery to enrollees under a managed care system (Porn 2001). A few years after development these new delivery methods began to lose money due to low physician productivity, excess support capacity, over qualified skill mix and inefficient operation model, and excessive administrative costs (Porn 2001). After realizing…

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Personal Selling

Personal Selling is the mouth or oral presentations made by the individual salesperson. In this case a conversation with one or more prospective buyers who intended to create sales. Here is the definition of selling face to face (personal selling) put forward by the experts. Kotler (2003:564) The Personal Selling Process The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service…

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Case Study Datavast Inc.

Executive Summary Winston Hao, the owner of Datavast Inc., is operating at a loss and needs to find out a way to be profitable this year. Datavast Inc. sells Data Security Boxes to big and small companies in China who are new to the concept of cloud storage. Winston Hao needs to dial in his target market, but the real issue is not enough sales. Hao is certain to segment to try to emphasis deep in order for him to…

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