Sales – Definition, Purchases, Process, Types and More
Sales involve obtaining an economic gain from the seller’s point of view. This financial agent offers your product to potential buyers, who will purchase it after compensating you with money on a previously known price.
The realization of sales represents the core of the economic activity of a large margin of the economic spectrum. This is because the economic actors obtain monetary gains after delivering a product or service they specialize in.
Purchase and Sales
In this sense, selling usually comes together with buying, since on many occasions, the activity of purchasing and selling goods and services is bidirectional.
This is observed when analyzing a simple clothing store. For example, the owner focuses his activity on the sale of garments that he has previously purchased from a supplier, wholesaler, or initial manufacturer.
Sale is an action generated from selling a good or service in exchange for money. Sales can be in person, mail, or phone, among other means.
The term sale is of Latin origin “ Venture ”, past participle of “ venture ”. As antonyms, the phrase purchase or profit can mention. Among the synonyms used concerning this word are business, transaction or resale.
Process of Sales
A sales process is nobody more than a model of rules, actions and activities used by all those involved in the commercial area, and that contains the following characteristics:
Educational: capable of being taught to those involved and can be used by anyone in the area;
Measurable: it has the conditions to grow uniformly, supporting the increase in demand;
Predictable: it has clear indicators for the analysis of results;
Predictable: includes clear expectations of results to be met in the period.
It is clear that, depending on the segment (technology, education, retail), sales model (direct sales, self-service, e-commerce, wholesale), target audience (B2B, B2C, B2B2C), how the above characteristics vary, so that the model is efficient. However, the concept is applicable in any company focusing on scalable growth.
The main reasons for developing a clear and defined process, in general, are to rump up sellers faster, train the sales team, help the seller evolve their results, increase business efficiency and scale. A team.
In short, we could think of creating the process based on four main pillars:
- Definition of sales stages
- Description of the duties of the sales department
- Establishment of sales indicators and ideal levels of work
- Formalization of the information of the created process.
Types of Sales
The types of sales are the different options that commercial agents have to put their products on the market. There is great diversity depending on the criteria by which they classify. Underneath are some of the most relevant ones, as well as the simplified characteristics of each one:
Depending on the Type of Meeting
Depending on the meeting between seller and customer, the types of sale are:
Face-to-face sale. It happens when the buyer and the seller interact simultaneously and place. In turn, it can discern in:
- at home
- In commercial establishment
- at fairs
- by catalogue
Strategic sale: The one whose objective is to maximize profitability and long-term relationships with the client as a partner also serves the company’s strategic interests. ( Learn more about business strategy here ).
adaptive sale: The salesperson changes his presentation system during the sales interview and uses different methods with different buyers depending on the nature of each specific situation.
Persuasive sale: It does not seek to satisfy the client’s needs but those of the seller; consequently, it wants the consumer to buy at all costs.
Relational sale: Through communication, service, quality, and other marketing actions, it tries to achieve an ongoing relationship with the customer to get to know them better, understand their needs, and thus be able to serve them as conveniently as possible. In the same way, it aims to obtain the repurchase, the client’s loyalty, and the recommendation. ( Learn more about relationship marketing here ).
Transformational sale: It focuses on leading the client to sell, so it base on transformational leadership. Leaders expand and raise the interests of their followers, not persuading but influencing the potential client.
Neuro sale: Based on the brain processes that occur during the customer-seller interaction, including emotions, verbal and non-verbal language, cognitive biases, perceptual systems and decision-making processes, it seeks to create relationships. satisfactory and lasting with consumers.
Marketing and Sales
The terms marketing and sales should not be confused. Marketing consists of analyzing the behave of markets and consumers to attract and retain customers.
Instead, the sale is the relationship between consumer and seller to inform, encourage and persuade the customer and, in this technique, to be able to generate business, that is, the sale of the product or service.
Nor should the terms sale and barter associates; the latter consists of exchanging one entity aimed at another; on the other hand, the sale is the commercialization of an artefact or service for money.
Online sales or virtual stores consist of exposing the products or services of a company on a web page so that users can get to know them and, if they are interested, make the purchase connect by paying, either through credit or debit card.
Then, once the purchase is made, all you have to do is wait for the delivery of the merchandise at the schedule by the customer.
Importance of the Sales
The sale is essential for the entrepreneur and the company because it is the transaction that gives rise to their income. It is the objective of the commercial activity (it is a fundamental part of the functional area of marketing). It is what generates the movements in the accounting figures. Consequently, it is what, at the end of the period, will allow us to assess the performance of the firm versus the budgets. If a company does not sell, it won’t be easy to sustain itself long-term.
The sale is an exchange process by which one party, the seller, satisfies the buyer’s need in return for an amount of money or credit that gives the latter the right of ownership or usufruct over the property service or paid financial asset.
The sale forms the commercial transaction known as a sale with the purchase. This consists of an economic process and a legal act that grants rights and assigns duties to the contracting parties, who maintain balanced relationship support by commercial or civil laws.
Sales have been part of society for a long time and can consider one of the oldest professions in the world.