Selling Concepts

Marc Helmold
Additional contact information
Marc Helmold: IU, International University of Applied Sciences

Chapter 12 in Performance Excellence in Marketing, Sales and Pricing, 2022, pp 125-132 from Springer

Abstract: Abstract The selling concept is a part of marketing management and one of several concepts that make up a marketing strategy. A sales concept analyses buying and selling effects to place the focus primarily on generating sales transactions (Czinkota et al., 2021). Selling concepts place emphasis on goods the consumer may not ordinarily buy or necessarily need. The selling concept came into practice following the Great Depression era when goods were not in great supply. Once the depression ended, companies with an abundance of products needed to move their inventories, and the selling concept followed shortly thereafter. Today’s selling concept has evolved to assume the customer will buy the product without regret, or, if they do, their feelings won’t linger, and the customer will buy the product again at a future date (Homburg et al., 2012). Figure 12.1 shows the most common selling concepts and examples. The most common selling concepts are social selling, cross-selling, upselling, deep selling, consultative selling and virtual or visual selling.

Date: 2022
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-031-10097-0_12

Ordering information: This item can be ordered from
http://www.springer.com/9783031100970

DOI: 10.1007/978-3-031-10097-0_12

Access Statistics for this chapter

More chapters in Management for Professionals from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().