DIFFERENCE BETWEEN SELLING AND MARKETING In general we use marketing and selling as synonyms but there is a substantial difference

between both the concepts. It is necessary to understand the differences between them for a successful marketing manager. Selling has a product focus and mostly producer driven. It is the action part of marketing only and has short term goal of achieving market share. The emphasis is on price variation for closing the sale where the objective can be stated, as I must somehow sell the product. This short term focus does not consider a prudential planning for building up the brand in the market place and winning competitive advantage through a high loyal set of customers. The end means of any sales activity is maximizing profits through sales maximization. When the focus is on selling, the businessman thinks that after production has been completed the task of the sales force starts. It is also the task of the sales department to sell whatever the production department has manufactured. Aggressive sales methods are justified to meet this goal and customers actual needs and satisfaction are taken for granted. Selling converts the product in to cash for the company in the short run. Marketing as a concept and approach is much wider than selling and is also dynamic as the focus is on the customer rather than the product. While selling revolves around the needs and interest of the manufacturer or marketer, marketing revolves around that of consumer. It is the whole process of meeting and satisfying the needs of the consumer. Marketing consists of all those activities that are associated with product planning, pricing, promoting and distributing the product or service. The task commences with identifying consumer needs and does not end till feedback on consumer sat-isfaction from the consumption of the product is received. It is a long chain of activity, which comprises production, packing, promotion, pricing, distribution and then the selling. Consumer needs become the guiding force behind all these activities. Profits are not ignored but they are built up on a long run basis. Mind share is more important than market share in Marketing. According to Prof. Theodore Levitt The difference between selling and marketing is more than semantic. A truly marketing minded firm tries to create value satisfying goods and services which the consumers will want to buy. What is offers for sale is determined not by the seller but by the buyers. The seller takes his cues from the buyer and the product becomes the consequence of the marketing effort, not vice versa. Selling merely concerns itself with the tricks and techniques of getting the customers to exchange their cash for the companys products, it does not bother about the value satisfaction that the exchange is all about. On the contrary, marketing views the entire business as consisting of a tightly integrated effort to discover, create, arouse ad satisfy customer needs. SELLING 1 Emphasis is on the product 2 Company Manufactures the product first 3 Management is sales volume oriented 4 Planning is short-run-oriented in terms of todays products and markets

5 Stresses needs of seller 6 Views business as a good producing process 7 Emphasis on staying with existing technology and reducing costs 8 Different departments work as in a highly separate water tight compartments 9 Cost determines Price 10 Selling views customer as a last link in business MARKETING 1 Emphasis on consumer needs wants 2 Company first determines customers needs and wants and then decides out how to deliver a product to satisfy these wants 3 Management is profit oriented 4 Planning is long-run-oriented in todays products and terms of new products, tomorrows markets and future growth 5 Stresses needs and wants of buyers 6 Views business as consumer producing process satisfying process 7 Emphasis on innovation on every existing technology and reducing every sphere, on providing better costs value to the customer by adopting a superior technology 8 All departments of the business integrated manner, the sole purpose being generation of consumer satisfaction 9. Consumer determine price, price determines cost 10. Marketing views the customer last link in business as the very purpose of the business

Difference between : Marketing & Selling:

Difference between : Marketing & Selling Anija Nair S1 MCA-37

Basic Difference:
Basic Difference In traditional business, marketing is what brings your prospect to your door, gets them to call, send an email or in some cases actually buy. Marketing is everything that you do to reach and persuade prospects. Sales is everything that happens after the prospect has contacted you. Sales process is everything that you do to close the sale and get a signed agreement or contract.

MARKETING:
MARKETING

What is Marketing?:
What is Marketing? Selling? Advertising? Promotions? Making products available in stores? Maintaining inventories?

Defenition:
Defenition Marketing is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, services to create exchanges that satisfy individual and organizational goals Marketing doesn't begin with a great idea or a unique product. It begins with customers -- those people who want or need your product and will actually buy it.

Marketing includes::
Marketing includes: Discovering what product, service or idea customers want. Producing a product with the appropriate features and quality. Pricing the product correctly. Promoting the product; spreading the word about why customers should buy it. Selling and delivering the product into the hands of the customer.

Slide 7:
marketing will consist 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. If marketing is done effectively you can begin to move that prospect from a cold to a warm lead.

Slide 8:
Simple Marketing System Industry (a collection of sellers) Market (a collection of Buyers) Goods/services Communication Information

Slide 9:
The 4 Ps & 4Cs Marketing Mix Product Price Promotion Place Customer Solution Customer Cost Communication Convenience

Selling::
Selling:

Defenition:
Defenition A sale is the pinnacle activity involved in the selling of products or services in return for money or other compensation. It is an act of completion of a commercial activity

Selling:
Selling Selling focuses on the needs of the seller; marketing on the needs of the buyer Sales is persuading a prospect that now is the time to act and that you are the best choice. Everything else is marketing. Sales increases the effectiveness by arranging for a sales person to engage a prospect interactively .

Contd:
Contd If the customer needs to be convinced that there is a problem worth solving, the salesperson shouldn't be talking to the customer. Selling is one activity of the entire marketing process. Selling is the act of persuading or influencing a customer to buy (actually exchange something of value for) a product or service .

Contd..:
Contd.. Selling is offering to exchange something of value for something else. The something of value being offered may be tangible or intangible. The something else, usually money, is most often seen by the seller as being of equal or greater value than that being offered for sale. It is a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way.

Slide 15:
So lets come to the conclusion: Simply stated, marketing is everything you do to place your product or service by finding the potential customers. Sales is the techniques you use to get someone to sign a contract or make an actual purchase.

The terms marketing and selling are often used interchangeably and can be confusing to new business owners. In addition, since home business owners typically perform most tasks associated with their business, the lines between marketing and selling can become even more blurred. Then why bother distinguishing? Knowing the difference between marketing and selling can help identify and clarify where your efforts are successful and where they need improvement. To succeed you have to identify and build on your strengths and correct your weaknesses. Your marketing efforts may be producing hundreds of leads, but if you dont know when and how to switch gears to make the sale, you wont produce the income results you want. Marketing can be thought of as all the activities that go into making people aware that your company and products exist. Selling involves the steps taken to convince your potential customer to make the actual product purchase. Marketing makes your company and product known to potential customers. It creates a demand for your companys products or services. Marketing involves a good deal of research to identify groups of potential buyers. That research determines what customers want and what theyre willing to pay for it. Your marketing message conveys why someone should choose your company or product over all the others. It describes how you can meet your customers wants and needs; how you can solve their problems. Marketing produces leads. Selling is what turns those leads into paying customers. It is more closely associated with a process called overcoming objections. Part of the marketing process is to actually uncover potential objections which might prevent a prospect from being converted to a customer. Selling is where all that marketing research is applied at the point of sale. It is a much more intimate, one-to-one technique where a buyer assists a prospective customer in making a buying decision. If you market primarily online, your research can be done using search engines or keyword searches, and using specialized programs as well as various other methods. In mere minutes the online marketer can accumulate highly accurate real-time data on what people are looking at, or looking for online, and fairly easily conduct other research such pricing, packaging, and availability. The value of this powerful research capability cannot be understated. Once your research has identified your potential customers, your marketing plan will include all the activities that reach them and encourage them to visit your sales pages. Online marketing

may include your website, search engine optimization, advertising, social media marketing, article marketing, blogging, press releases, podcasting, email marketing, networking, video marketing, and link building. All of your marketing activities will funnel prospects to your sales page(s) where customers will ultimately click the buy now button and complete the purchase. By the time prospects hit your sales page your marketing message will have convinced them that your company is trustworthy and theyll be open to the idea of buying from you. Selling answers their questions about how they will personally benefit from your product. Its a call to action. If you think about traditional brick-and-mortar stores, marketing involves all of the activities that get a potential customer to walk in the door. Selling occurs inside the store and involves interaction with a sales clerk. For direct sales party plan consultants, much of the marketing is done by the company you are associated with. Its the company that has done the market research, established pricing, developed advertising materials, catalogs, brochures, sales party procedures, and more. Independent consultants can focus more on selling, but should also engage in marketing themselves. A consultants marketing plan should focus on why customers should choose her over the thousands of other consultants offering similar products from other companies and over others in the same company. Understanding the difference between marketing and selling will help focus your efforts and and improve your profits. A successful marketing plan will get the marketing message in front of the right people at the right time, and these targeted customers will become excited to buy the product. Selling is what closes the the deal.

Selling vs. Marketing -- Key Differences

Chip Doyle 12/16/2004 I come in contact with many new salespeople that think their most important job is to educate the customer. The confusion often stems from a misunderstanding about the differences between sales and marketing. Recognizing the distinctions of the two roles is usually the first step in improving the performance of both departments at companies Ive worked with. Sandler Insight: Marketing is the role of identifying groups of people or companies that may be a fit with your product/service before person-to-person contact is made. Selling is the effort

applied to those possible fits initiated by person-to-person contact Effective Marketing: Targets many prospects at a time. Effective Selling: Targets a single company or person. Effective Marketing: Generates interest in a product/service with one-way communication (i.e. print, radio, or TV). Effective Selling: Uses questioning techniques to uncover compelling reasons to buy in 2-way interactions, allowing the prospect to do most of the talking. Effective Marketing: Gives something away that is valuable (i.e. coupons, new concepts, research studies). Effective Selling: Avoids unpaid consulting. Effective Marketing: Provides generic concepts and solutions to a mass audience. Effective Selling: Uncovers the unique benefits that will solve a particular customers problem. Effective Marketing: Causes the prospect to ask for more information. Effective Selling: Causes the prospect to make a yes/no decision. Effective Marketing: Is more effective when repeated many times to a large prospective audience. Effective Selling: Attempts to minimize the sales cycle and the number of follow-ups made with a single prospect. Sandler Rule: Sell today, educate tomorrow. Theres nothing wrong with educating customers! The problem arises when salespeople begin educating prospects. Marketing is cost-effective because the advertising medium reaches a large number of people. It becomes prohibitively expensive if it only reaches a small number of prospects. Monitor your sales calls and see if they are turning into marketing to a single prospect.

Marketing vs. Selling

September 24, 2009 4 comments in Marketing Q. Whats the difference between marketing and selling? I often hear these words used interchangeably. (Asked during Business Group meeting)

A. Marketing and sales are often confused because sales person is seen as much less prestigious than marketing associate, so everything gets lumped into marketing. Marketing is everything you do to prepare for sales. Selling is closing sales that make you money. Thus, you could say . . . Marketing is money OUT the door. Selling is money IN the door. For small business owners, marketing is usually time intensive. We spend at least as many hours as we do dollars on marketing. People who are good at marketing are often not good at selling and vice versa. These take different personalities and mindsets. Seldom will you find one person who is good at both. That goes for us entrepreneurs as well. Were usually much better at one than the other, but we are forced into both roles, one of which we do poorly. WHATS INCLUDED IN MARKETING? Remember, marketing is everything that leads up to selling. Here are some marketing activities: - Handling incoming inquiries - Asking your current customers for referrals for more business - Networking and building relationships - Advertising and public relations. Direct mail and e-newsletters - Special promotional events - Merchandising and merchandise selection - Holding sales, offering preferred customer bonuses - Getting articles published. Blogging - Doing cold calls to set appointments - Market research, customer surveys - Branding, creating your sales message - Design and creation of collateral materials - Building and maintaining your web site, blog, Facebook page, Twitter - Market planning and strategizing Marketing includes doing good work so that your customers come back, and tell others about you. It includes hiring employees who are good at customer service, and giving them the training so that they can keep your customers happy. Marketing includes pricingfinding the price level that will attract the customers you most want to do business with (and will make you a profit). Marketing includes product design and development and packaging. All these things lead up to selling. SELLING INCLUDES THE ACTIVITIES THAT GET CUSTOMERS TO MAKE A PURCHASE . . . . . . presenting, answering questions, making suggestions, doing proposals or estimates, addressing concerns, negotiating. And most important, asking for the sale. Then completing the sales agreement, etc.

Your sales people clearly do some marketing. Networking, responding to inquiries, making public presentations, doing cold calling, calling old customers. The marketing that sales people do best is just one or two steps away from selling. Selling is harder than marketing, and this is why good sales people get paid a lot of money. As business owner, your aim should be that your sales people get filthy rich, because in the process, they make you even richer. Because selling is hard for many people (including sales people), those who are hired to do both often spend too much time on marketing activities and not enough on selling. (This goes for us as business owners as well.) Salespeople are motivated by performance incentives, aka commissions. In my experience, sales people on an hourly rate or salary are less effective. If theres a mix between salary and commission, it should be weighted toward the latter. Their performance is very easy to measure: signed orders, cash in the door. Not hours worked, nor contacts made, but sales closed. The marketing and selling funnel. This funnel shows the different stages of marketing as it proceeds toward a sale. Its wide at the top and narrow at the bottom. This represents that your marketing must reach a lot of people in order to make a few sales. Ill send this to you for free. Just subscribe to my list, then email me and ask for it. Ill send it as a pdf. (Youll also receive my Success Tips from Small Business Owners, just for subscribing.)

Marketing vs Sales
Diffen Economics Business

Marketing and sales are both activities aimed at increasing revenue. They are so closely intertwined that people often dont realize the difference between the two. Indeed, in small organizations, the same people typically perform both sales and marketing tasks. Nevertheless,

marketing is different from sales and as the organization grows, the roles and responsibilities become more specialized.

Comparison chart
Improve this chart Marketing Customer orientation - Listens to and eventual accommodation of the target market and determine future needs One to many Sales Customer orientation - makes customer demand match the products the company currently offers Usually one to one

Approach:

Process:

Focus:

Generate leads - fulfill customer's wants Generate purchases/orders - fulfill sales and needs thru products and/or services the volume objectives company can offer Longer term Identifying customer needs (research), creating products to meet those needs, promotions to advertise said products. pull Marketing is a wider concept Short term Once a product has been created for a customer need, persuade the customer to purchase the product to fulfill her needs push Sales is a narrower concept

Horizon:

Scope:

Strategy: Concept:

edit Sales vs Marketing Activities

Marketing activities include consumer research (to identify the needs of the customers), product development (designing innovative products to meet existing or latent needs), advertising the products to raise awareness and build the brand. The typical goal of marketing is to generate interest in the product and create leads or prospects. On the other hand, sales activities are focused on converting prospects to actual paying customers. Sales involves directly interacting with the prospects to persuade them to purchase the product. Marketing thus tends to focus on the general population (or, in any case, a large set of people) whereas sales tends to focus on individuals or a small group of prospects.

Selling vs. Marketing "Without us" - the salesman said - "the company wouldn't have the success needed". And the marketing specialist answered: "You couldn't sell anything properly, without us !" Who is right ?? Let's look a bit more into the details of their jobs.

What is the duty of salespeople ?

They normally sell a known product to known customers, in a known region and into known market-segments. They - should - know the competition of their buyers. They - should know the birthdays, hobbies and family status to give a call from time to time and - of course the nature of products they buy. They are - mostly - technical experts in what they are selling and for sure - let's assume a distributor with some kind of an assortment of products for a specific clientele - they try to sell as much as they can of the whole distribution programme to their respective clientele. In addition - if a technical product is looked at - they may also keep the client informed about technical changes, take perhaps care of the regular service and that's it. If the product has only a certain lifetime they will certainly contact the client in time again and look for further sales.

The responsibility of a proper marketing manager is slightly different.

Normally he is more a kind of a 'generalist', i. e. his duty is to 'look over the plate's edge' and to maximize the sales and profits for his company from the - worldwide - markets and to satisfy the customers to the utmost. That means that he plays the role of an inter-link between the company and the market/s, i. e. he has to take care that the markets get the products they want e. g. green instead of yellow or blue, because it suits them more for whatever reason - and he has to provide all inhouse-departments with the information from the markets - which products they need to develop, manufacture and supply to be successful. That includes specifically also all tasks like having the right distributors in the right places at the right time with the necessary qualifications and to support sales by proper advertising. Today the whole Internet activities are added, so that the client - wherever he is - has the possibility to decide about the way HE wants to buy. He does market research in order to see where and how big potential markets are, whether they fit or could fit into the line of products the company produces and/or whether perhaps new products could be derived from the existing ones, and he informs in-turn his in-house counterparts from the development and technical departments regarding the findings. He has to watch the competition regarding their existence, their sales ways, their sales force, their public relations and their advantages/disadvantages compared to the own products and sales ways as well as to the clients' needs as far as known to him.

In other words: The marketing department plays the role of an inter-link between the market/s and the company and is responsible as well for each and every action of as its presentation towards the public/the clientele. Thus he builds-up a 'Corporate Standing' of the company in the public opinion. In addition he is responsible for the financial result - i. e. he has to find out at which prices specific products can be sold into the marketplaces and he has to see to it that the calculation of selling prices is made-up in a way which gives the company the profits needed.

Who is more important then - with view to the statements at the beginning ?

In fact the salespeople can't sell properly without the marketing people whereas the marketing people do merely a strategic job - although they should have their own regular contacts across the client base - and, as said before are the 'inter-link' between the market/s and the company and, they couldn't do their job properly without the salespeople. In order to guarantee a smooth and perfect work of both they have to cooperate - and in most of the well-known companies sales are part of the marketing department as they are responsible towards the owners for the success of the company. So the marketing department should know - via permanent contacts/meetings with the salespeople - the needs of the existing clientele, the behaviour and pricing of the competition at these clients, the future plans of the clients with regard to their products and/or the final clients = the clients of their clients => the real market. This can be found out e. g. by means of questionnaires which the marketing department elaborates and which mirror the questions of all other inhouse departments towards the markets. Based on such information from the markets the marketing department can as well look for new/additional salespeople/distributors as set goals to be reached - taking into account the possibly changing duties of them to be seen here - by the whole selling force - in order to fulfill the needs of the company and the Marketing Plan, which has to be available anyway for a proper future development of the company. Albert Einstein said: Imagination is more important than knowledge. For knowledge is limited to all we now know and understand, while imagination embraces the entire world, and all there ever will be to know and understand. - and this holds true also for marketing - strategies and ways.

Marketing is the science of enticing or peaking interest in a product or service. Examples: #1 TV or radio adds put the product/brand in front of a person so as to make the familiar with the product/brand and entice the to buy it. #2 When you go into a store the displays are arraigned to peak interest so as to be appealing and draw you to the display. Sales: Once you have been enticed or had your interest peaked and the store display has drawn you to it, at that point in time is where a "sales person" will approach you to find out what your "needs, wants and desires" are concerning your present shopping experience. The "sales person" through questions and your answers and from intuition and experience guides to the correct product that will best suit your "wants and needs" by pointing out the "benefits" to you vs your "wants, needs, desires and perceived value" of what ever the product it you are looking at. Example: You are looking for a TV. You have seen many different adds on TV, in newspapers, specialty addvertisements etc, You go to a store that you have been enticed to go to because of the marketing for that product. Once there you are approached by a "sales person" This person very quickly "becomes your friend" by engaging in small talk in just a sentenance of two. Then asks if he can help you find something in particular. He will suggest a radio or headphone event though you are in the TV department. You in answer will say no I'm looking for a TV. The "sales person" will ask you, if he is good, if you have any preference of Brand and type of TV. Say you answer "I am looking for a Sony Plasma Flat screen 50" HDTV monitor" He will know immediately that you have done major research and have narrowed down what is on the market to just a couple of models made by Sony. If the "sales person" is good he will ask you for the sale right then and there by saying something like "I have them in stock, would you like it delivered and set up today or tomorrow." This will allow the "sales person" to gauge how serious you are about wanting to buy the TV. There are many other parts of sales -Product selection when there is more than one item that meets the general description. Product demonstration which points out the features and benifits of the item to meet then needs of the customer. Product upgrading which shows the customer a higher grade model meeting the same general requirements and meets the needs of the customers. Closing the sale. Getting your signature on the purchase. As part of the closing process you are given options "Will that be cash, credit card or would you like to put it on your account" "Of course if you don't have an account they will ask if you would like to open one. Which is another round of selling another product -- financing. Once the sale is "complete" and you as the customer are happy that you have just bought a new TV the good "sales person" will question you again by saying something like "Your TV has a 1 year warranty on parts and labor. Would you like to extend the warranty to 3 or 5 years. It will provide you with continued protection for your investment and only add about $5.00 per month to you payments." 85% of the time you will say yes to "protecting your investment" The good "sales person" will reinforce that decision with a statement like "smart decision"

Paper work in hand you leave the store knowing you have a new TV on the way to your home being installed by professionals. About a week after you have taken delivery and you have watched your new TV, the good "sales person" will call you to inquire of your satifaction with your new TV. And in about a month will write the customer a letter of thanks for your business and invite you back to the store to talk about that stereo that you said was in need of replacement.