QUERY
Could u explain me difference between Marketing and Sales

15th February 2007 From India , Ahmadabad

PARTICIPATING IN DISCUSSION:
Leolingham2000
Management Consultant
Jahnavi
Student
Sushantjoshi
Lecturer
Ravi1983
Student
Tejbhan
Teaching
Sorabh Mehta
Computer Professional
Sajin.nair@Jeevan
Sales & Marketing Specialist
Arunsri
Marketing

[[size=9]size=18]sales : sales is no where concerned with what customer need ultimately u r motto is to sell the product...if u are asked to sell a insurance product u will go to a customer u will not check whether he is in need of that or he is already paying insurance....
so sales is always product centric...where u must sell the product any how
but marketing is customer centric
where u will u follow all the steps
first u will look what is the customer needs...so u will go for marketing research...then u will decide this product is best in the market then u will go for test market...u will segment your customers and target to a particular customer and position the product in such a way he must recall the product...and he will show interest to buy ur product...
sales is a part of marketing....at the end when it will come to sell the product
15th February 2007 From India , Hyderabad
The terms marketing, sales and business development have been used interchangeably by many people making their distinction confusing. There have been many discussions about this in the past in this forum itself and you may get a good idea by reviewing the old posts, since many of them are written by knowledgeable people and are good.

I don’t know if you are looking for the distinction between marketing and sales for your understanding, or for some academic project. I will first give a simple explanation, for your understanding, and later delve on to the academic difference.

Marketing is the act of creating and meeting customer demands. Marketing figures out what prospective customers want or what they would need in the future, get these products/ solutions created and employs suitable means to create demand for these offerings. The demand is then met by appropriate distribution and sales.

Sales is just one part of the total marketing function. Sales directly interacts with prospective/ current customers, either through face to face/ phone/ mail/ websites, etc individually, and tries to build the customer’s interest involving him/her in an interaction leading to exchange of the product/ solution for money. Note that this exchange can also take place over a website, where it need not be interactive, even though real interactive websites are not far away.

Even though sales, as a function, is supposed to be part of the marketing organization in theory, in actual practice often they operate as if they are two distinct departments. Thus in the same company you will have Vice President for Sales and another Vice President for Marketing. Where there are two separate departments, marketing usually stops by creating demand and arranging for distribution. Meeting demand by interacting with customers is then done by sales departments. Servicing existing customers and growing business with them is also done by sales. Collecting feedback from the market about customer needs and future needs is then done by both sales and marketing. Sales collect feedback from existing customers, whereas marketing collects feedback from the entire market segment, either through surveys or third party means.

Please note that both sales and marketing are supposed to be customer centric, not product centric. Sales is not at all supposed to be product centric, as someone has mentioned previously. This is one of the misconceptions propagated by many novices and lay persons and being product centric is the reason why many sales people fail. Kindly read my blog, www.missionselling.blogsource.com where I have explained this concept in detail.

You cannot sell insurance to someone without asking him about his existing policies and his needs for insuring his life and properties. If all his needs are covered already, he will not buy anyway. Not asking will not give you sale. Asking his needs and trying to fulfill his unmet needs or offering a better way of meeting his needs which are already fulfilled will give you sale. There is no other way.

Sales is only trying to fulfill demand created by marketing. Hence, it doesn’t need to take any different approach than marketing.

Many times people confuse marketing with marketing communications. Marketing communications is the activity under marketing, where one tries to communicate the value of your offer to the market. These means include advertising, sales promotions, public relations, direct marketing and finally sales people. When people talk of marketing, they usually think of marketing communications. In reality, marketing comprises much more, which will become clear when you see the following academic definitions.

Philip Kotler, the authority on marketing, defines marketing as “managing markets to bring about profitable exchange relationships by creating value and satisfying needs and wants”. He defines marketing management as “the art and science of choosing target markets and building profitable relationships with them. This involves getting, keeping, and growing customers through creating, delivering, and communicating superior customer value. Thus marketing management involves managing demand, which in turn involves managing customer relationships”. (Principles of Marketing, 10th edition, Kotler and Amstrong).

Thus as per Kotler, marketing involves the following activities:

1. Choosing target markets (this is called as market segmentation);

2. Creating Value (this is done by assessing / anticipating market needs and then getting solutions created for meeting those needs: this is about “the first P of marketing”: product management);

3. Delivering Value (this is done through effective distribution arrangements, which is another “P of marketing”: Place, meaning place and means of distribution. When you deliver value, it is done for a price, hence the next “P” comes: Price);

4. Communicating Value (this is done by marketing communications, called the “4th P of marketing”: Promotions, which includes all forms of marketing communications such as advertising, sales promotions, public relations and publicity, personal selling through sales people and direct marketing).

The objective of all these activities, as Kotler puts, is to get, keep and build profitable relationships with customers.

The 4 “P”s of marketing, namely Product, Price, Place and Promotions are also known as the “marketing mix”. They are central to all marketing plans.

Now, the 4Ps of marketing also defines “positioning”. Positioning, put simply, is the act of creating a particular image about your offerings in the minds of customers. It is done through the 4Ps of marketing. So, if you put serial numbers 2,3 and 4 as “positioning”, marketing actually comes down to “segmentation” and “positioning”.

From these definitions, you will see that “sales” is just one part of the 4th P of marketing, promotions.

Another misconception exists around the term, “business development”. This is a broad term and includes all means of developing business. It means different things to different levels of people. For example, for the CEO of a company, business development can mean marketing as well as new product development, creating new businesses, acquiring new companies, entering new markets, etc. For people down the line, it could mean just marketing. There are “business development executives” who visit customers and consultants. Many times these are just sales people. But often they are marketing people, who spend time educating customers about new products, applications, give product demonstrations, seminars, trainings, and prescribe their products with consultants. They don’t indulge in “sales”, meaning, they don’t try to sell anything, though later sales people are expected to come and do the follow up.

Trust I have made the distinctions clear. If not, well, my marketing communication was not effective.

Regards,

Sajeev
17th February 2007 From India , Delhi
DEFINITION OF MARKETING.

What is Marketing ?

It is a process by which

-one identifies the needs and wants of the people.

-one determines and creates a product/service to meet the needs

and wants. [PRODUCT]

-one determines a way of taking the product/service to the market

place. [PLACE]

-one determines the way of communicating the product to the

market place. [PROMOTIONS]

-one determines the value for the product.[PRICE].

-one determines the people, who have needs/ wants. [PEOPLE]

and then creating a transaction for exchanging the product for

a value.

and thus creating a satisfaction to the buyer's needs/wants.

TERMS to understand.

1.Product/Service means a product or service or idea to satisfy

the people's needs / wants.

2.Needs mean when a person feels deprived of something.

3.Wants mean when a person's need is formed / shaped

by personality, culture, and knowledge.

4.Value means the benefits that the customer gains from

owning and using the product and the cost of the product.

5.Satisfaction means the extent to which a product's

perceived performance matches a buyer's expectation.

6.Exchange means the act of obtaining a needed/ wanted

object by offering something in return.

7.Transactions mean a trade off between a buyer / a seller

that involves an exchange at agreed conditions.

Marketing is based on identifying, anticipating and satisfying customer needs effectively and profitably. It encompasses market research, pricing, promotion, distribution, customer care, your brand image and much more.

================================================== =========================

DEFINITION OF SALES

What is Sales ?

It is a process by which

-one identifies the people, who have a need. [ PROSPECTING]

-one determines the needs of the people.[ NEEDS ]



-one determines a way of finding a solution to the prospect's problem.[ PROPOSE]

-one determines the way of communicating your product as a solution. [RECOMMENDING]

-one determines the value for the product for the prospect.[ ADVOCATING YOUR PRODUCT].

-one determines / sells benefits of the product to the prospect. [ SELLING BENEFITS]

and then creating a transaction for exchanging the product for

a value. [ CLOSING THE SALE ]

and thus creating a satisfaction to the buyer's needs/wants.

[ CREATING CUSTOMER SATISFACTION]

REGARDS

LEO LINGHAM
17th February 2007 From India , Mumbai
ia a simple manner i will explain u what is marketing?
marketing is the art of getting things done by others.
and sale is one your desiours to make your product to gain high growth u must have attain all the knowledge regarding your product because a consumer can ask u any question so u should be able to answer it all
17th February 2007 From India , Ludhiana
hi,

Without marketing you would not have prospects or leads to follow up with, but yet without a good sales technique and strategy your closing rate may depress you.

Marketing is everything that you do to reach and persuade prospects. The sales process is everything that you do to close the sale and get a signed agreement or contract. Both are necessities to the success of a business. You cannot do without either process. By strategically combining both efforts you will experience a successful amount of business growth. However, by the same token if the efforts are unbalanced it candetour your growth.

Your marketing will consists of the measures you use to reach and persuade your prospects that you are the company for them.

It's the message that prepares the prospect for the sales. It consists of advertising, public relations, brand marketing, viral marketing, and direct mail.

The sales process consists of interpersonal interaction. It is often done by a one-on-one meeting, cold calls, and networking. It's anything that engages you with the prospect or customer on a personal level rather than at a distance.

Your marketing efforts begin the process of the eight contacts that studies show it takes to move a prospect or potential client to the close of the sale. If marketing is done effectively you can begin to move that prospect from a cold to a warm lead. When the prospect hitsthe"warm" level it's much easier for the sales professional to close the sale.

Your marketing efforts begin the process of the eight contacts that studies show it takes to move a prospect or potential client to the close of the sale. If marketing is done effectively you can begin to move that prospect from a cold to a warm lead. When the prospect hitsthe"warm" level it's much easier for the sales professional to close the sale.

Do you see the cycle?

As you see in my explanation above it takes multiple contacts using both sales and marketing to move the prospect from one level to the next. That is why it is import that you develop a process that combines both sales and marketing. This will enable you to reach prospects at all three levels; cold, warm, and hot. It's all about balance.

Are you unsure of how to integrate your marketing and sales?

Try this. Take a few moments and divide your prospect lists and database into categories of cold, warm, and hot leads. Then sit down and identify a strategy on how to proceed with each individual group.

For example you could try the following methods of contact:

Cold Lead Strategy - Send out a direct mailing or offer them a special promotion

Warm Lead Strategy - Try a follow-up call, send out a sales letter, or schedule a special seminar or training session to get all of your warm leads together.

Once you've moved your prospect to the "warm" level it's time to proceed in closingthe sale. This will be easier to do if you somehow engage the prospect. You can do this by conducting a one-on-one call, make a presentation, or present a proposal, estimate, or contract.

What if you are uncomfortable with the sales or marketing process?

An alternative that often proves successful is to partner with someone that possess the talents that you feel you lack in. You can do this by creating a partnership, subcontracting, or hiring in that talent.

Remember the key to success in marketing and in sales is balance
17th March 2007 From India , Ludhiana
marketing starts with the customer satisfaction in focus and thus delighting him and earning as a byporoduct of the same. while sale is making a product and then selling it to some or many persons.
i hope this will make the difference clear.
tejbhan.
30th May 2007
hi......
marketing is the process of creating the value for your customers and receiving the values from them in return
wheras sales involves the product orientation where u r suffering with marketing myopia means you are only concentrating on your product and not on the customers.
marketing is a process of customer generation whereas selling is a process of product generation & its sale irrespective of the customer satisfaction
26th June 2007 From India , Delhi
Dear Friend
Let me give u an example to explain difference between sales and marketing
Sale : Chaiwala in train "Chai Chai Garam Chai Rs. 5 only Chai Chai"
This is sales.
Marketing : Offering cold drinks during summer or in the afternoon. offering tea in early in the morning and coffee in the evening. Juices to kids and older ones.
7th July 2007
Hello Ladies and Gentlemen,

Lots have been written and said about the difference between sales and marketing. Sales and Marketing is like hand and glove. They very much go together in terms of achieving business and improving business results.

Now lets very quickly take a look at sales and marketing separately:

Sales is defined as an art of persuading effectively to make someone buy a product or services in return of money. Whereas Marketing is defined as the whole activity of identifying potential customers and introducing those products or services in the market. This means cold call to identify potential customer is not sales but marketing. Convincing your customers to sign on the dotted line is Sales

Now lets take one step ahead, then you would find that marketing also plays an important role in bringing the customer back for repeated orders. What this means is that Marketing is a continuous effort to retain the customer and improve the business result but sales is just a part of the entire Marketing process. How? Becuase you have to convince the customer to buy your products or services only once and then you have to maintain the feel-good-factor environment to have him come back to you which is marketing.

Please understand that marketing and advertising is also separate. Like sales, advertising is a part of the entire marketing effort. But that is a different topic to be discussed next time.

Cheers!
13th July 2007

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