Marketing91

  • Home
  • Categories
    • Marketing
      • Advertising
      • Branding
      • Sales
      • Retailing
      • Consumer Behavior
      • Distribution
      • Market Research
      • Pricing
      • Product Management
      • Strategy
      • Segmentation
      • Targeting
      • Positioning
      • Services Marketing
      • Articles
    • Digital Marketing
      • Blogging
      • SEO
      • E-commerce
      • PPC
      • Email marketing
      • Social Media Marketing
      • Facebook Marketing
    • Brands Analysis
      • Marketing Mix
      • SWOT
      • Strategies
      • Competitors
      • Lists
      • Expensive
    • Management
      • Customer Management
      • Communication
      • Leadership
      • Decision Making
      • Delegation
      • Organizational Management
      • Motivation
      • Personal Development
      • Project Management
      • Risk Management
      • Team Management
      • Time Management
    • Careers
      • Interviews
    • Business
      • Business Models
      • Logistics
      • Supply Chain
    • Human Resources
    • Skills
  • News
  • Academy
  • About Us
    • Contact Us

Sales Orientation – Definition and Examples

July 24, 2020 By Hitesh Bhasin Filed Under: Sales

Definition

Sales orientation is as a sales approach where a company only focuses on convincing customers to buy its products and services rather than taking into consideration the actual needs of customers. Companies that use a sales orientation approach create products to make people buy them and not create products that suffice the needs of customers.

Table of Contents

  • What is Sales orientation?
  • Characteristics
  • Examples
  • Difference between Sales orientation and Market orientation
  • Market orientation
  • Sales orientation

What is Sales orientation?

What is sales orientation

Sales orientation is a selling approach used by companies to persuade customers to buy products and services produced by them. These companies generate their profits by satisfying customers to buy their products and don’t care about the needs of the customers.

These companies put a high emphasis on advertising and marketing rather than improving the quality of the products. They make sure that their sales force has all the abilities that are required to sell products. The importance of the product and production capacity is more than the customers.

The companies that use massive advertising campaigns to overcome competition, reach large numbers of customers, and boosting their profits shows the sales orientation behaviour of the companies.

The companies that opt for sales orientation ignore the other aspects of product marketing, such as market research and product research to learn about the needs of customers.

Characteristics

  1. Companies that follow the sales orientation strategy focus only on short-term planning
  2. These companies use aggressive selling strategies
  3. These companies spend a large portion of their budget in the advertising and promotion of products and services.
  4. Companies rely on promotional strategy for the sale of products that it has already produced.

Examples

The instance of sales orientation strategy is the “Buy one get one” approach used by companies. When companies use this strategy, they push their customers to buy more. That means these companies don’t care about improving the quality of the products or better design to satisfy the needs of their customers. Instead, they push their customers to buy more by giving them lucrative offers.

Also Read  Sales Channel Strategies: Meaning, Strategy, Types, and Advantages

Another example of sales orientation is a company that tries to sell many products to their consumers. For instance, it can be an internet-based company that tries to sell software to customers or to other businesses that they didn’t even know that they needed. These companies produce products based on the assumption that these products will meet the needs of an individual or a business. These companies first create products and then approach people and ask them to buy it by making them aware of the benefits of the product.

Door-to-door sales is another example of businesses that opt for sales orientation strategy. Such companies first produce products and then go door-to-door and try to sell those products by providing a demonstration and using convincing skills. For example, a salesman tries to sell a dough kneading machine to homemakers.

Also, many companies produce house improvement products and try to sell these products to homemakers by visiting them from one door to another. These companies manufacture products assuming that there will be people who would buy these products.

Difference between Sales orientation and Market orientation

The sales orientation and market orientation are two types of strategies used by companies. There are significant differences between both approaches.

Market orientation

Market orientation

The companies that follow market orientation strategy focus mainly on identifying their target audience. However, identifying marketing methods and converting customers into long term customers is also equally important for these companies.

The companies with market orientation emphasize on pleasing their target audience. To do this, they are always ready to make changes in their products and services to make their customers happy. That means these companies are least concerned about creating high-end technology products but are concerned with producing products that fulfil the needs of their customers.

Sales orientation

Companies that follow sales orientation concerns only about selling a large number of products and do not care about satisfying the requirements of their target audience. These companies produce products of superior quality and try to send it to their customers by making the use of aggressive advertising tactics.

Also Read  Reverse Auction: Meaning, Types, Steps, Benefits, and Disadvantages

Difference between sales orientation and market orientation:

Sales OrientationMarket Orientation
Sales orientation looks inward. That means it is focused on profit generation. Market orientation looks outward. That means it is focused on satisfying the needs of its customers.
Companies that follow sales orientation do not pay attention to market research and product development. Companies that follow market orientation focus on market research and product development.
The focus is on advertising and selling tactics.The focus is on satisfying the needs of the target audience.

Liked this post? Check out these detailed articles on Topic of Sales

Alternatively, check out the Marketing91 Academy, which provides you access to 10+ marketing courses and 100s of Case studies.

Marketing91 Academy

About Hitesh Bhasin

Hi, I am an MBA and the CEO of Marketing91. I am a Digital Marketer and an Entrepreneur with 12 Years of experience in Business and Marketing. Business is my passion and i have established myself in multiple industries with a focus on sustainable growth. You will generally find me online at the Marketing91 Academy.

Related posts:

  1. What is Primary sales, Secondary sales and Tertiary sales and what factors determine them?
  2. Sales Strategy Definition and 15 Tips for Sales Strategies
  3. Types of Sales Organization – Functional Sales Organization
  4. What is Sales Audit? Steps of Sales Audit
  5. Who is a Sales Coordinator? Role and Job Profile of Sales Coordinator
  6. What is Sales Funnel? Process of Sales funnel creation
  7. What is Sales KPI? Types of Sales KPI
  8. What is Sales Metrics? 8 Sales Metrics you should track
  9. What is Sales Control? Importance and Process of Sales Control
  10. Difference Between Channel Sales And Direct Sales

Join the Marketing91 Academy

Marketing Masterclass

Management Masterclass

Management Masterclass

Communication Course

Communication Masterclass

View All Courses
Economics Masterclass

Economics Masterclass

Sales Masterclass

Sales
Masterclass

Advertising Masterclass

Advertising Masterclass

View All Courses
Leadership Masterclass

Leadership Masterclass

Branding Masterclass

Branding
Masterclass

Strategy Masterclass

Strategy
Masterclass

View All Courses
Not found what you are looking for? Search this website.

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Advertisement
Recent Posts
  • Informational Power: Definition, Sources and Importance
  • Reward Power in Leadership: Definition and Examples
  • Expert Power: Definition, Examples and Development
  • Legitimate Power: Definition, Examples, Advantages and Disadvantages
  • Nike, Adidas, Shein, and Temu Sent Letter From House China Committee About Forced Labor
Advertisement

Marketing91

MORE INFO

  • About Marketing91
  • Marketing91 Team
  • Privacy Policy
  • Cookie Policy
  • Disclaimer
  • Terms of Use
  • Editorial Policy
  • Advertise
  • Contact us
  • Sitemap

WE WRITE ON

  • Marketing
  • Business
  • Management
  • Brands
  • Digital Marketing
Search
[email protected]

Copyright © 2023 Marketing91 All Rights Reserved