Many organizations follow the selling concept, which holds that consumers will not buy enough of the organization's products unless it undertakes a large scale selling and promotion effort. The concept is typically practiced with unsought goods, those that buyers do not normally think of buying such as encyclopedias or insurance. These industries must excel at tracking down prospects and selling them on product benefits.
Most firms practice the selling concept when they have overcapacity. Their aim is to sell what they make rather than make what the market wants. Such marketing carriers high risks. It focuses on creating sales transactions rather than on building long-term, profitable relationships with customers. It assumes that customers who are coaxed into buying the product will like it. Or if they don't like it, they will possibly forget disappointment and buy it again later.
These are usually poor assumptions to make about buyers. Most studies show that dissatisfied customers do not buy again. Worse yet, while the average satisfied customer tells three others about good experiences, the average dissatisfied customer tells ten others about his or her bad experience.
Selling concept is a marketing related concept that has played an important part in the evolution of customer understanding in the field of marketing. This concept was quite common some time ago. The selling concept is based on the principle of massive advertising and promotion because it says that if you, if the customers are not constantly reminded, they will not be motivated to buy the product and will forget about it. This represents a philosophy that believes in aggressive marketing and selling and taking all the measures necessary to sell the products. The firms try to push their products to the customers.
The concept assumes that the customers are not fully aware and that they will buy what the ads and promotions tell them to buy but in reality it is not so. It does not take into account the customer needs, it just focuses on what the firm produces and ways to sell that product. It also does not consider the fact that people do not forget good brands; they do not have to be reminded all the time.
The Selling Concept. This is another common business orientation. It holds that consumers and businesses, if left alone, will ordinarily not buy enough of the selling company’s products. The organization must, therefore, undertake an aggressive selling and promotion effort. This concept assumes that consumers typically sho9w buyi8ng inertia or resistance and must be coaxed into buying. It also assumes that the company has a whole battery of effective selling and promotional tools to stimulate more buying. Most firms practice the selling concept when they have overcapacity. Their aim is to sell what they make rather than make what the market wants.
Selling Concept Marketing Concept
Starting point Factory Market
Focus Existing products Customer needs
Means Selling and promotion Integrated marketing
Ends Profits through sales volume Profits through customer satisfaction
Simply selling is need of the seller and every company think they want maximum profit . It follow plc(product life cycle).it based on consumer demand.
The selling concept in marketing considers how the product is going to reach the customer.
The first decision regarding this is that of the distribution channel that is going to be used. The company can either do direct selling or sell the product through retailers, wholesalers or specialized sellers.
Whichever distribution channel is used depends on the kind of product and the target market. It is also determined how the product is going to reach the distribution outlet and how much the transportation is going to cost.
The sales territories are also determined under this concept. Organizations sometimes have separate managers for each sales territory to handle the transportation and sales outlets of that particular area.
It is promotionand selling with target market the product of the company which it can advertisement or making the product at cheaper the others so the compny acheive his objective
Selling is a concept of marketing but nowadays, the companies are offering selling function separate from marketing functions like there are different departments of marketing and sales. Individuals who carry out sales are known as salespersons. It is described as a persuading art through which the salespersons persuade the customers, that why they should go for such products.
Once the customers buy a product then the next time when they come to shop, they buy through the learning from experience. Selling is therefore, a process through which the salespersons offer the customers products or services to fulfill their needs in return to a monetary value.
Selling is set up selling
They just made the product without the knowing of the needs of the consumers and sell their product through the sales force.