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Home » Marketing management articles » Selling concept

Selling concept

December 17, 2017 By Hitesh Bhasin Tagged With: Marketing management articles

During WWII world industry geared up for accelerated wartime production. When the war was over this stimulated industrial machine turned to producing consumer products. By the mid 50’s supply was starting to out-pace demand in many industries. Businesses had to concentrate on ways of selling their products. Numerous sales techniques such as closing, probing, and qualifing were all developed during this period and the sales de-partment had an exalted position in a company’s organizational structure.

Selling concept

The Selling Concept proposes that customers, be individual or organizations will not buy enough of the organization’s products unless they are persuaded to do so through selling effort. So organizations should undertake selling and promotion of their products for marketing success. The consumers typically are inert and they need to be goaded for buying by converting their inert need in to a buying motive through persuasion and selling action.

This approach is applicable in the cases of unsought goods like life insurance, vacuum cleaner, fire fighting equipments including fire extinguishers. These industries are seen having a strong network of sales force. This concept is applicable for the firms having over capacity in which their goal is to sell what they produce than what the customer really wants.

In a modern marketing situation the buyer has a basket to choose from and the customer is also fed with a high decibel of advertising. So often there is a misconception that marketing is all about selling. The problem with this approach is that the customer will certainly buy the product after the persuasion and if dissatisfied will not speak to others. In reality this does not happen and companies pursuing this concept often fail in the business.

Also read – Company orientation towards the marketplace

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About Hitesh Bhasin

I love writing about the latest in marketing & advertising. I am a serial entrepreneur & I created Marketing91 because I wanted my readers to stay ahead in this hectic business world.

Comments

  1. Joan Gueruela says

    Can i ask what are the companies guided by these selling concept?

    Reply
    • Hitesh Bhasin says

      Not many as on date. In fact, only some small and medium sized businesses will be using the selling concept nowadays that too in under developed or developing nations. In the A type society, the selling concept does not work. And hence it was replaced by the marketing concept.

      Reply
      • Ram says

        Thank you for article

  2. SHARON says

    THANK YOU FOR YOUR HELP….

    Reply
  3. jenipher says

    help me what is difference between marketing theory and societal theory also the reason why company adopting one or more marketing orientation?

    Reply
    • Hitesh Bhasin says

      I would kindly request you to read the articles on Marketing concept and Societal marketing concept. Both are on the site. It depends on the company and their management or leadership which orientation it chooses. A company like Tata does a lot of social work. Same goes for Coca cola or Pepsi. So if you see, the top companies prefer giving back to society whereas the upcoming companies are too busy making it click to concentrate more on such CSR activities. So they focus more on their marketing and not on the society.

      Reply
      • Aatika says

        aoa
        sir plz tell me that the selling concept and the marketing concept in those which one is better for insurance policies plz reply me as fast as soon plzzzzzz

      • Hitesh Bhasin says

        Selling concept was used when there were limited products in the market. Even today – for sale of encyclopedias (low competition) selling concept is used where people push these books to you instead of pulling you towards buying. Its only when you know the benefits of an encyclopedia do u buy it. Marketing concept is much better and more profitable in selling concept. But in certain niche segments, where very few companies operate, selling concept still works well.

  4. Deborah says

    This has been helpful thank you so much! I have a marketing exam in June, and I think that my only problem is my english, I feel that I have limited vocabulary sometimes and fail to use or remember marketing terms as to make essay more appealing. I’m doing my best and reading books and writing short notes on every topic. Would you kindly give me some tips as how to improve? Thank you for your patience it’s greatly appreciated!

    Reply
    • Hitesh Bhasin says

      In your place i would find out and read as many case studies as possible. The reason you probably dont remember marketing jargon is because there is no place to apply it. We cant remember the complete English dictionary. But when we start reading novels, our language gets better. So like novels, case studies are narratives of actual brands and marketing decisions taken in the real world. This will improve your marketing manifold.

      Reply
  5. buhle says

    thank you very much this information has been of help

    Reply
  6. Taque says

    interrogate value and cost based pricing strategies model with marketing philosophies

    Reply
  7. AHSAN ALI says

    THANKS FOR THIS INFORMATION BUT PLEASE GIVE EXAMPLES OF ALL CONCEPTS AS WELL

    Reply
  8. Prisca says

    Is it right then to say that selling concept focuses on the needs of the sellers ,while marketing concept focuses on buyers need?

    Reply
  9. Filma Nelson Hembei says

    Hi , I am doing a research on selling and marketing concepts which will due tomorrow and it’s a Personal Reflections about the topic above. Please help me get some ideas of how will I write it in essay form and also a firm that will in line with selling and marketing concepts . Two firms one for selling and one for marketing, a example will help big time.

    Reply
  10. Louis says

    Thank for the great service

    Reply
  11. Kotha Akhilesh says

    Hello sir,
    Thank you, sir, Your article is very helpful for me but still, I’m having a doubt that what type of a concept will be used by the hospitality industry especially in a lodging sector. Hope you get back to this and resolve my doubt.

    Reply
  12. Justice Edem says

    Please I want to know the similarities and differences between holistic marketing concept and selling concept.

    Reply
  13. Kajal kumari says

    This concept made me know more about marketing …and selling ..thanks alot

    Reply
  14. Christian says

    selling concept and product concept do they have comparisons

    Reply
  15. Juliet Merycris Barillano says

    Please discuss the History of selling and its concept sir. I can’t wait your reply. Thanks

    Reply
  16. Belle says

    the information is really helpful..thanks.
    but i want to know the shortfalls of the selling concept when marketing hospitality related services.

    Reply

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