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Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. The seller, or the provider of the goods or services, completes a sale in response to an
acquisition Acquisition may refer to: * Takeover, the purchase of one company by another * Mergers and acquisitions, transactions in which the ownership of companies or their operating units are transferred or consolidated with other entities * Procurement, fi ...
, appropriation,
requisition Requisition may refer to: * Purchase requisition, a document issued by a buyer to a seller indicating types, quantities, and agreed prices for products or services *Requisition in military logistics *Requisition of property by a government unde ...
, or a direct interaction with the ''buyer'' at the
point of sale The point of sale (POS) or point of purchase (POP) is the time and place where a retail transaction is completed. At the point of sale, the merchant A merchant is a person who trades in Commodity, commodities produced by other people, especi ...
. There is a passing of title (property or ownership) of the
item ''Instituto del Tercer Mundo'' (ITeM, or the Third World Institute) is a Non-Governmental Organization that performs information, communication and education activities. ITeM, which was established in 1989, shares the same secretariat and coordina ...
, and the settlement of a
price A price is the (usually not negative) quantity Quantity is a property that can exist as a multitude or magnitude, which illustrate discontinuity and continuity. Quantities can be compared in terms of "more", "less", or "equal", or by ...

price
, in which agreement is reached on a price for which transfer of ownership of the item will occur. The ''seller'', not the purchaser, typically executes the sale and it may be completed prior to the obligation of
payment A payment is the voluntary tender of money or its equivalent or of things of value Value or values may refer to: * Value (ethics) it may be described as treating actions themselves as abstract objects, putting value to them ** Values (Western ph ...

payment
. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including '' salesclerk'', ''shop assistant'', and ''retail clerk''. In common law countries, sales are governed generally by the
common law In law, common law (also known as judicial precedent or judge-made law, or case law) is the body of law created by judges and similar quasi-judicial tribunals by virtue of being stated in written opinions. ''Black's Law Dictionary'' is the most-us ...
and commercial codes. In the
United States The United States of America (U.S.A. or USA), commonly known as the United States (U.S. or US) or America, is a country Continental United States, primarily located in North America. It consists of 50 U.S. state, states, a Washington, D.C., ...

United States
, the laws governing sales of goods are somewhat uniform to the extent that most jurisdictions have
adopted Adoption is a process whereby a person assumes the parenting Parenting or child rearing promotes and supports the physical, emotion Emotions are biological states associated with all of the nerve systems brought on by neurophysiological ...
Article 2 of the
Uniform Commercial Code The Uniform Commercial Code (UCC), first published in 1952, is one of a number of Uniform Act In the United States The United States of America (USA), commonly known as the United States (U.S. or US), or America, is a country Contiguous ...

Uniform Commercial Code
, albeit with some non-uniform variations.


Definition

A person or organization expressing an interest in acquiring the offered item of value is referred to as a potential buyer, prospective customer, or prospect. Buying and selling are understood to be two sides of the same "coin" or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party's need for the other's item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, "worth the price". Sometimes, sellers have to use their own experiences when selling products with appropriate discounts. Although the skills required are different, from a management viewpoint, sales is a part of
marketing Marketing is the process of intentionally stimulating demand for and purchases of goods and services; potentially including selection of a target audience; selection of certain attributes or themes to emphasize in advertising; operation of adv ...

marketing
. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as ''salespersons'' (singular: ''salesperson''). Selling is considered by many to be a sort of
persuad
persuad
ing "art". Contrary to popular belief, the methodological approach of selling refers to a ''systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way''. While the
sales process Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. The seller, or the provider of the goods or services, completes a sale in r ...
refers to a systematic process of repetitive and measurable milestones, the definition of the selling is somewhat ambiguous due to the close nature of
advertising Advertising is a marketing Marketing is the process of intentionally stimulating demand for and purchases of goods and services; potentially including selection of a target audience; selection of certain attributes or themes to emphasi ...

advertising
,
promotion Promotion may refer to: Marketing * Promotion (marketing), one of the four marketing mix elements, comprising any type of marketing communication used to inform or persuade target audiences of the relative merits of a product, service, brand or i ...
,
public relations Public relations (PR) is the practice of managing and disseminating information from an individual or an organization An organization, or organisation (English in the Commonwealth of Nations, Commonwealth English; American and British ...
, and
direct marketing Direct marketing is a form of communicating an offer, where organizations communicate directly to a Target market, pre-selected customer and supply a method for a direct response. Among practitioners, it is also known as ''direct response ma ...
. Selling is the profession-wide term, much like
marketing Marketing is the process of intentionally stimulating demand for and purchases of goods and services; potentially including selection of a target audience; selection of certain attributes or themes to emphasize in advertising; operation of adv ...

marketing
defines a profession. Recently, attempts have been made to clearly understand who is in the sales profession, and who is not. There are many articles looking at
marketing Marketing is the process of intentionally stimulating demand for and purchases of goods and services; potentially including selection of a target audience; selection of certain attributes or themes to emphasize in advertising; operation of adv ...

marketing
,
advertising Advertising is a marketing Marketing is the process of intentionally stimulating demand for and purchases of goods and services; potentially including selection of a target audience; selection of certain attributes or themes to emphasi ...

advertising
,
promotion Promotion may refer to: Marketing * Promotion (marketing), one of the four marketing mix elements, comprising any type of marketing communication used to inform or persuade target audiences of the relative merits of a product, service, brand or i ...
s, and even
public relations Public relations (PR) is the practice of managing and disseminating information from an individual or an organization An organization, or organisation (English in the Commonwealth of Nations, Commonwealth English; American and British ...
as ways to create a unique transaction. Many believe that the focus of selling is on the human agents involved in the exchange between buyer and seller. Effective selling also requires a systems approach, at minimum involving roles that sell, enable selling, and develop sales capabilities. Selling also involves
salespeople Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. The seller, or the provider of the goods or services, completes a sale in r ...
who possess a specific set of sales skills and the knowledge required to facilitate the exchange of value between buyers and sellers that is unique from marketing and advertising. Within these three tenets, the following definition of professional selling is offered by the American Society for Training and Development (ASTD): Team selling is one way to influence sales. Team selling is "a group of people representing the sales department and other functional areas in the firm, such as finance, production, and research and development". (Spiro) Team selling came about in the 1990s through
total quality management #REDIRECT Total quality management Total quality management (TQM) consists of organization-wide efforts to "install and make permanent climate where employees continuously improve their ability to provide on demand products and services that cus ...
(TQM). TQM occurs when companies work to improve their customer satisfaction by constantly improving all their operations.


Relationships with marketing

Marketing Marketing is the process of intentionally stimulating demand for and purchases of goods and services; potentially including selection of a target audience; selection of certain attributes or themes to emphasize in advertising; operation of adv ...

Marketing
and sales differ greatly, but they generally have the same goal. Selling is the final stage in marketing which puts the plan into effect. A marketing plan includes pricing, promotion, place, and product (the 4 P's). A marketing department in an organization has the goals of increasing the desirability and value of the products and services to the customer and increasing the number and engagement of successful interactions between potential customers and the organization. Achieving this goal may involve the sales team using promotional techniques such as
advertising Advertising is a marketing Marketing is the process of intentionally stimulating demand for and purchases of goods and services; potentially including selection of a target audience; selection of certain attributes or themes to emphasi ...

advertising
,
sales promotion Sales promotion is one of the elements of the promotional mix. The primary elements in the promotional mix are advertising, sales, personal selling, direct marketing and publicity/public relations. Sales promotion uses both media and non-media mark ...

sales promotion
,
publicity In marketing, publicity is the public visibility or Brand awareness, awareness for any Product (business), product, Service (economics), service, person or organization (company, Charitable organization, charity, etc.). It may also refer to the move ...

publicity
, and
public relations Public relations (PR) is the practice of managing and disseminating information from an individual or an organization An organization, or organisation (English in the Commonwealth of Nations, Commonwealth English; American and British ...
, creating new sales channels, or creating new products. It can also include encouraging the potential customer to visit the organization's website, contact the organization for more information, or interact with the organization via social media channels such as
Twitter Twitter is an American microblogging Microblogging is an online Broadcasting, broadcast medium that exists as a specific form of blogging. A micro-blog differs from a traditional blog in that its content is typically smaller in both actu ...

Twitter
,
Facebook Facebook is an American online social media and social networking service owned by Meta Platforms. Founded in 2004 by Mark Zuckerberg with fellow Harvard College students and roommates Eduardo Saverin, Andrew McCollum, Dustin Moskovitz, an ...

Facebook
and
blog A blog (a truncation In mathematics and computer science, truncation is limiting the number of numerical digit, digits right of the decimal point. Truncation and floor function Truncation of positive real numbers can be done using the f ...
s. Social values play a major role in consumer decision processes. Marketing is the whole of the work on persuasion made for the whole of the target people. Sales is the process of persuasion and effort from one person to one person (B2C), or one person to a corporation (B2B), in order to make a living resource enter the company. This may occur in person, over the phone or digitally. The field of
sales process engineering Sales process engineering is the engineering Engineering is the use of scientific method, scientific principles to design and build machines, structures, and other items, including bridges, tunnels, roads, vehicles, and buildings. The di ...
views "sales" as the output of a larger system, not just as the output of one department. The larger system includes many functional areas within an organization. From this perspective, the labels "sales" and "marketing" cover several processes whose inputs and outputs supply one another. In this context, improving an "output" (such as sales) involves studying and improving the broader sales process, since the component functional areas interact and are interdependent. Many large
corporations A corporation is an organization—usually a group of people or a company A company, abbreviated as co., is a Legal personality, legal entity representing an association of people, whether Natural person, natural, Legal person, legal ...

corporations
structure their marketing departments, so they are integrated with all areas of the business. They create multiple teams with a singular focus, and the managers of these teams must coordinate efforts to drive profits and business success. For example, an "inbound" campaign seeks to drive more customers "through the door", giving the sales department a better chance of selling their product to the consumer. A good marketing program would address any potential downsides as well. The sales department would aim to improve the interaction between the customer and the sales channel or salesperson. As sales is the forefront of any organization, this would always need to take place before any other business process may begin. Sales management involves breaking down the selling process and increasing the effectiveness of the discrete processes, as well as improving the interactions between processes. For example, in an outbound sales environment, the typical process includes outbound calling, the sales pitch, handling objections, opportunity identification, and the close. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. One further common complication of marketing is the difficulty in measuring results for some marketing initiatives. Some marketing and advertising executives focus on creativity and innovation without concern for the
top A spinning top, or simply a top, is a toy A toy is an item that is used primarily by children though may also be marketed to adults under certain circumstances. Playing with toys can be an enjoyable means of training young children for li ...
or
bottom line In business Business is the activity of making one's living or making money by producing or buying and selling products (such as goods and services). Simply put, it is "any activity or enterprise entered into for profit." Having a busin ...
s – a fundamental pitfall of marketing for marketing's sake. Many companies find it challenging to get their marketing and sales teams to agree. The two departments, although different in nature, handle very similar concepts and have to work together to achieve the business' goals. Building a good relationship between the two teams that encourages communication can be the key to success.


Industrial marketing

The idea that marketing can potentially eliminate the need for salespeople depends entirely on context. For example, this may be possible in some
B2C Retail is the sale of goods In economics Economics () is the social science that studies how people interact with value; in particular, the Production (economics), production, distribution (economics), distribution, and Consumption ( ...
situations; however, for many B2B transactions (for example, those involving industrial organizations) this is mostly impossible. Another dimension is the value of the goods being sold. Fast-moving consumer-goods (FMCG) require no salespeople at the
point of sale The point of sale (POS) or point of purchase (POP) is the time and place where a retail transaction is completed. At the point of sale, the merchant A merchant is a person who trades in Commodity, commodities produced by other people, especi ...
to get them to jump off the supermarket shelf and into the customer's trolley. However, the purchase of large mining equipment worth millions of dollars will require a salesperson to manage the sales process – particularly in the face of competitors. Small and medium businesses selling such large ticket items to a geographically-dispersed client base use
manufacturers' representative A manufacturers' representative, also known as independent sales representatives or sales agent, is an individual, sales agency or company that sells a manufacturer's products to wholesale and retail customers. When a manufacturer hires a manufact ...
s to provide this highly personal service while avoiding the large expense of a captive sales force.


Sales and marketing alignment and integration

Another area of discussion involves the need for alignment and integration of corporate sales and marketing functions. According to a report from the Chief Marketing Officer (CMO) Council, only 40 percent of companies have formal programs, systems or processes in place to align and integrate the two critical functions. Sales, Digital Marketing and Automated Marketing campaigns. With the increase of the use of the internet today, sales functions of several enterprises are finding traditional methods of marketing quite old fashioned and less efficient. So the use of automated Marketing Applications is on the rise ranging from Customer Relationship Management (CRM) to Sales Force Management. Traditionally, these two functions, as referred above, have operated separately, left in siloed areas of tactical responsibility. Glen Petersen's book ''The
Profit Maximization In economics Economics () is the social science that studies how people interact with value; in particular, the Production (economics), production, distribution (economics), distribution, and Consumption (economics), consumption of goods an ...

Profit Maximization
Paradox'' sees the changes in the competitive landscape between the 1950s and the time of writing as so dramatic that the complexity of choice, price, and opportunities for the customer forced this seemingly simple and integrated relationship between sales and marketing to change forever. Petersen goes on to highlight that salespeople spend approximately 40 percent of their time preparing customer-facing deliverables while leveraging less than 50 percent of the materials created by marketing, adding to perceptions that marketing is out of touch with the customer and that sales is resistant to
messaging A message is a discrete unit of communication Communication (from Latin ''communicare'', meaning "to share") is the act of developing Semantics, meaning among Subject (philosophy), entities or Organization, groups through the use of suffi ...

messaging
and
strategy Strategy (from Greek#REDIRECT Greek Greek may refer to: Greece Anything of, from, or related to Greece Greece ( el, Ελλάδα, , ), officially the Hellenic Republic, is a country located in Southeast Europe. Its population is approxim ...
.


Methods

A sale can take place through: * Agency-based sales **
Complex sales Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for ...
**
Consignment Consignment is the act of consigning, the act of giving over to another person or agent's charge, custody or care any material or goods but retaining legal ownership until the material or goods are sold. That may be done for the purpose of shippi ...
** Consultative sales **
Retail Retail is the sale of goods In economics Economics () is the social science that studies how people interact with value; in particular, the Production (economics), production, distribution (economics), distribution, and Consumption ( ...

Retail
or
consumer A consumer is a person or a group who intends to order, orders, or uses purchased goods, products, or Service (economics), services primarily for personal, social, family, household and similar needs, not directly related to entrepreneurial or bu ...
** Sales agents (for example in real estate or in manufacturing) **
Sales outsourcingSales outsourcing refers to indirect sales process through which the seller sells products or services to buyers while making some profits. Purpose of indirect sales The sole purpose of a contract sales organization is to provide sales resource t ...
through direct branded representation **
Telemarketing Telemarketing (sometimes known as inside sales, or telesales in the UK and Ireland) is a method of direct marketing Direct marketing is a form of communicating an offer, where organizations communicate directly to a Target market, pre-sele ...
or telesales ** Transaction sales *
Business-to-business Business-to-business (B2B or, in some countries, BtoB) is a situation where one business makes a commercial transaction with another. This typically occurs when: * A business is sourcing materials for their production process for output (e.g., ...
– Business-to-business ("B2B") sales are likely to be larger in terms of volume, economic value and complexity than business-to-consumer ("B2C") sales. Often the complexity involves one business working closely with the other to define problems, to finding solutions, to supporting after-sale operation. Because of this complexity, there is a need to manage the relationships between the buying and selling organizations, for example using Peter Cheverton's relationship models and the stakeholder map by Anderson, Bryson and Crosby * Channel sales, an indirect sales model, which differs from direct sales. Channel selling is a way for sellers to reach the "B2B" and "B2C" markets through distributors, re-sellers or value added re-sellers VARS. *
Direct sales Direct selling consists of two main business models: single-level marketing, in which a direct seller makes money by buying products from a parent organization and selling them directly to customers, and multi-level marketing (also known as ''netw ...
, involving person to person contact * Electronic **
Electronic Data InterchangeElectronic data interchange (EDI) is the concept of businesses electronically communicating information that was traditionally communicated on paper, such as purchase orders and invoices. Technical standards for EDI exist to facilitate parties trans ...
** Web –
Business-to-business Business-to-business (B2B or, in some countries, BtoB) is a situation where one business makes a commercial transaction with another. This typically occurs when: * A business is sourcing materials for their production process for output (e.g., ...
("B2B") and business-to-consumer ("B2C") * Indirect, human-mediated but with indirect contact **
Mail-order Mail order is the buying of good (accounting), goods or Service (economics), services by mail delivery. The buyer places an order for the desired products with the merchant through some remote methods such as: * Sending an order form in the mail ...
**
Vending machine A vending machine is an automated machine that provides items such as snacks A snack is a small portion of food generally Eating, eaten between meals. Snacks come in a variety of forms including packaged snack foods and other processed f ...
*
Pro forma The term ''pro forma'' (Latin Latin (, or , ) is a classical language belonging to the Italic branch of the Indo-European languages. Latin was originally spoken in the area around Rome, known as Latium. Through the power of the Roman ...
sales *
Request for proposal A request for proposal (RFP) is a document that solicits proposal, often made through a bidding Bidding is an offer (often competitive) to set a price tag by an individual or business for a product or service ''or'' a demand that something b ...
– An invitation for suppliers, through a bidding process, to submit a proposal on a specific product or service; an
RFP A request for proposal (RFP) is a document that solicits proposal, often made through a bidding Bidding is an offer (often competitive) to set a price tag by an individual or business for a product or service ''or'' a demand that something b ...
usually represents part of a complex sales process, also known as " enterprise sales" *
Selling technique Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. The seller, or the provider of the Goods and services, goods or services, co ...
: ** Action selling **
Auction An auction is usually a process of buying and selling goods In economics Economics () is the social science that studies how people interact with value; in particular, the Production (economics), production, distribution (economics), d ...

Auction
s ** Challenger sales ** Cold calling ** Conceptual selling ** Consultative selling **
Cross-selling Cross-selling is the action or practice of selling an additional product or service to an existing customer. In practice, businesses define cross-selling in many different ways. Elements that might influence the definition might include the size o ...
** Guaranteed sale ** Hard selling ** Inbound sales ** Needs-based selling ** Paint-the-picture **
Personal selling Personal selling occurs when a sales representative meets with a potential client for the purpose of transacting a sale. Many sales representatives rely on a sequential sales process that typically includes nine steps. Some sales representatives ...
** Persuasive selling ** Price based selling ** Professional selling skills ** Relationship selling ** Reverse selling ** Sales enablement ** Sales habits ** Sales negotiation **
Sales outsourcingSales outsourcing refers to indirect sales process through which the seller sells products or services to buyers while making some profits. Purpose of indirect sales The sole purpose of a contract sales organization is to provide sales resource t ...
** Sandler selling system ** Social selling **
Solution selling Solution selling is a type and style of sales and selling methodology. Solution selling has a salesperson or sales team use a sales process that is a problem-led (rather than product-led) approach to determine if and how a change in a product cou ...
** Strategic selling **
Take-out A take-out or takeout (U.S., Canada, and the Philippines); carry-out or to-go (Scotland and some dialects in the U.S. and Canada); takeaway (UK, Australia, Lebanon, South Africa, Ireland, Israel and occasionally in North America); takeaways ( ...
or take away ** Target account selling ** Transactional selling **
Upselling Upselling is a Selling technique, sales technique where a seller invites the customer to purchase more expensive items, upgrades, or other add-ons to generate more revenue. While it usually involves marketing more profitable Service (economics), se ...
* Traveling salesman **
Door-to-door Door-to-door is a canvassing Canvassing is the systematic initiation of direct contact with individuals, commonly used during political campaigns. Canvassing can be done for many reasons: political campaigning, grassroots fundraising, commun ...
methods **
Hawking Hawking may refer to: * Stephen Hawking (1942–2018), English theoretical physicist and cosmologist **Hawking (2004 film), ''Hawking'' (2004 film), about Stephen Hawking **Hawking (2013 film), ''Hawking'' (2013 film), about Stephen Hawking * Hawk ...
** E Selling (Selling on E Commerce portals)


Sales agents

Agents in the sales process can represent either of two parties in the sales process; for example: * Buyers broker or Buyer brokerage: This is where the salesman represents the consumer making the purchase. This is most often applied in large transactions. * Disclosed dual agent: This is where the salesman represents both parties in the sale and acts as a
mediator Mediator may refer to: *A person who engages in mediation *Business mediator, a mediator in business *Vanishing mediator, a philosophical concept *Mediator variable, in statistics Chemistry and biology *Mediator (coactivator), a multiprotein com ...

mediator
for the transaction. The role of the salesman here is to oversee that both parties receive an honest and fair deal. * Internet Sales Professionals: These people are primarily responsible for ensuring immediate response to the leads generated via social media, website or email campaigns. * Sales broker, seller agency, seller agent, seller representative: This is a traditional role where the salesman represents a person or company on the selling end of a deal. * Sales managers aim to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume. They are also responsible for coordinating the sales and marketing department as well as oversight concerning the
fair A fair (archaic: faire or fayre) is a gathering of people for a variety of entertainment or commercial activities. It is normally of the essence of a fair that it is temporary with scheduled times lasting from an afternoon to several weeks. ...

fair
and honest execution of the sales process by their agents. * Sales outsourcing involves direct branded representation where the sales representatives are recruited, hired, and managed by an external entity but hold quotas, represent themselves as the brand of the client, and report all activities (through their own
sales management Sales management is a business Business is the activity of making one's living or making money by producing or buying and selling Product (business), products (such as goods and services). Simply put, it is "any activity or enterprise entere ...
channels) back to the client. It is akin to a virtual extension of a sales force (see
sales outsourcingSales outsourcing refers to indirect sales process through which the seller sells products or services to buyers while making some profits. Purpose of indirect sales The sole purpose of a contract sales organization is to provide sales resource t ...
). * Salesperson: The primary function of salespeople is to generate and close business resulting in profit. The salesperson will accomplish their primary function through a variety of means including phone calls, email, social media, networking, and cold calling. The primary objective of the successful salesperson is to find the consumers to sell to. Sales are often referred to as a "numbers game" because a general law of averages and pattern of successful closing of business will emerge through heightened sales activity. These activities include but are not limited to: locating prospects, fostering relationships with prospects, building trust with future clients, identifying and filling needs of consumers, and therefore turning prospective customers into actual ones. Many tools are used by successful salespeople, the most important of which is questioning which can be defined as a series of questions and resulting answers allowing the salesperson to understand a customer's goals and requirements relevant to the product they are selling. The creation of value or perceived value is the result of taking the information gathered, analyzing the goals and needs of the prospective customer and leveraging the products or services the salesperson's firm represents or sells in a way that most effectively achieves the prospective client's goals or suits their needs. Effective salespeople will package their offering and present their proposed solution in a way that leads the prospective customer to the conclusion that they acquire the solution, resulting in revenue and profit for the salesperson and the organization they represent.


vs.

In the United States, the
Fair Labor Standards Act The Fair Labor Standards Act of 1938 (FLSA) is a United States labor law that creates the right to a minimum wage, and "time-and-a-half" overtime pay when people work over forty hours a week. It also prohibits employment of Minor (law), mino ...
defines outside sales representatives as "employees
ho
ho
sell their employer's products, services, or facilities to customers away from their employer's place(s) of business, in general, either at the customer's place of business or by selling door-to-door at the customer's home" while defining those who work "from the employer's location" as inside sales. Inside sales generally involves attempting to close business primarily over the phone via
telemarketing Telemarketing (sometimes known as inside sales, or telesales in the UK and Ireland) is a method of direct marketing Direct marketing is a form of communicating an offer, where organizations communicate directly to a Target market, pre-sele ...
, while outside sales (or "field" sales) will usually involve initial phone work to book sales calls at the potential buyer's location to attempt to close the deal in person. Some companies have an inside sales department that works with outside representatives and book their appointments for them. Inside sales sometimes refers to
upselling Upselling is a Selling technique, sales technique where a seller invites the customer to purchase more expensive items, upgrades, or other add-ons to generate more revenue. While it usually involves marketing more profitable Service (economics), se ...
to existing customers.


See also

*
Buzzword A ''buzzword'' is a word or phrase, new or already existing, that becomes very popular for a period of time. Buzzwords often derive from technical terms yet often have much of the original technical meaning removed through fashionable use, being si ...
*
Choice architecture Choice architecture is the design of different ways in which choice A choice is the range of different things from which you can choose. The arrival at a choice may incorporate Motivation, motivators and Choice modelling, models. For example ...
*
Demand chain The demand chain is that part of the value chain which drives demand.Madhani, P. M. (2013). Demand Chain Management: Enhancing Customer Value Proposition. ''The European Business Review'', March – April, pp. 50–54. Concept Analysing the firm ...
*
Financial transaction A financial transaction is an agreement Agreement may refer to: Agreements between people and organizations * Gentlemen's agreement, not enforceable by law * Trade agreement, between countries * Consensus, a decision-making process * Contract, ...
*
Personal selling Personal selling occurs when a sales representative meets with a potential client for the purpose of transacting a sale. Many sales representatives rely on a sequential sales process that typically includes nine steps. Some sales representatives ...
*
Sales (accounting) In bookkeeping Bookkeeping is the recording of financial transactions, and is part of the process of accounting Accounting or Accountancy is the measurement, processing, and communication of financial and non financial information about ...
* Sales contest * Sales effectiveness * Sales incentive plan *
Sales territoryA sales territory is the customer group or geographical area for which an individual salesperson or a sales team holds responsibility. Territories can be defined on the basis of geography, sales potential, history, or a combination of factors. Compan ...
* Sales variance * Trade * Vendor * ''''


References


External links

{{Authority control Sales, Business process Business terms Distribution (marketing) Sales occupations