Is there a difference between marketing and sales? If so, what is it? Let us understand this a lttle bit deeper. Even as are aware, marketing identifies the needs and wishes of potential customers and will try to meet those needs/wishes through creation of varied products/services and sales assists with calling those leads and convert these to customers. In simple terms "Marketing creates the strategy and Sales implements the strategy". Various tools are utilised by marketing/sales to execute their respective tasks.
Strategy is thought as a "well thought out plan. " Marketing provides value to a business through creation of demand with customers that will in the end allow the company to produce a profit. Moreover, the company must operate in a competitive environment and therefore must have ways to differentiate its offering to influence the buying decision. The strategy recognizes what differentiation will be utilized and defines the positioning of the product or service. Once this plan is set up, sales needs to dominate, to execute the strategy relating to the pre-defined plans.
Both marketing and sales are necessities to the success of a business. One cannot do minus the other. By strategically combining both work we will experience a successful amount of business progress. However, there should be equilibrium between the two attempts. "Remember the key to success in marketing and in sales is balance".
Some people say that marketing is also called sales. Is this true? Let us analyse this. I feel that it is nothing but writing information and helping people make decisions. Have we ever recognized how hard it is for folks to make decisions? So why not make it easier on their behalf? Offer them a remedy. If we are just trying to reserve an appointment to demonstrate a water purifier, we want to sell the merchandise to the chance but if we offer the perfect solution is to possible side effects due to drinking water contamination, we live providing information and helping the prospect make a decision. Now do we see the difference?
In certain instances we may be miserable with the marketing or sales process. What do we do in cases like this? In case were unpleasant with certain elements in the sales or marketing process we need to look at an alternative that proves successful. This could be done through partnering with someone that owns the talents that we feel are absent along the way or by hiring the right talent or by outsourcing certain elements of the procedure. Most companies do keep these alternatives as a buffer.
For the process to reach your goals, it must go through the following essential steps:
Prospecting the Target Market and Audience (Identifying the right Possibility)
Building Reliability and Trust - (Through right meaning delivery/communication)
Taking the customer through the Process - (By informing that the product/service would meet their needs)
Presentation of the Product or Service (In the convincing way it matches their needs/desires)
Successfully Closing the Sale (Utilizing the right sales techniques)
Following up (With customers to create long-term romance and improve business growth )
To summarize the above, maybe it's said that - Marketing and Sales functions are interrelated and deeply rooted in each other's goal to initiate earnings growth.
I had read a assertion given by an anonymous copy writer about the basic difference between Sales and Marketing - "Sales is a man getting on his knees to ask the woman he loves to marry him. Marketing is how she got him there".
Let us look at a few examples which gives us a concept about the techniques used in marketing and sales:
Teleshopping - That is a well known program which is broadcast on it. The majority of products demonstrated in the shows are advertised by normal people. When a viewer watches these shows, they tend to be overly enthusiastic by this concept. This is because the viewer views himself/herself in the individual on the show. Thus these products do not need much of offering, the promotion done functions as a catalyst for the client to go for the merchandise. Moreover, the marketing expert conveys the note that the offer is ideal for a limited time and limited to a limited amount of people. These factors magnetise the client to calling to put the order at the earliest opportunity as he/she want to be the first few to receive the special offer.
The capability of shopping over the telephone and the way in which the merchandise is portrayed automatically makes the client to do it now. Here the advertising plays a significant part in reselling the merchandise. Thus if the marketing makes sense, selling will observe suit.
Detergents - Some detergent creation companies use an identical strategy in marketing their products. Within the ads made, they offer the product to a housewife and make her utilize it. The girl is amazed with the result given by the product and assures to make use of it regularly. Several women who watch these advertising see themselves in the housewife shown. Thus it is easier for them to relate to the merchandise. This fact stimulates sales.
Sales are an end result of Marketing. Smart marketers understand their customers and convey a message that the product/service is specially made for them. This reality gives the customers a good sense and automatically supports retailing the product/service.
"Desperate selling will always be a short-term strategy but smart marketing is going miles in advance. "
A THOUGHT IN THE MASTER
Neither marketing nor sales departments will be completely effective unless each is aware of the other, said Kotler, whose presentation outlined some of the broad differences of each and offered ways to "harmonise" both. Each has particular "mindsets and styles. "
Where marketers tend to be considered being focused toward revenue and data, relying on analytical models that favour planning, salespeople are seen as most worried about volume and action, leveraging their intuition to provide results that are customer focused.
Many people, including older executives, perceive the sales function as being more immediate, while marketing "is best valued in longer-term point of view. "
But ultimately top organizations find ways to align and even incorporate both disciplines for maximum benefit
Though simplistic conceptions picture the marketing office operating simply from a tactical perspective and sales from a tactical one, with a "hand off" of obligations occurring anywhere midway on this continuum. Each office advantages from being better included with the other, even though hardly any of the firms he has studied have achieved this goal.
"Let marketing help in the sales level, but also bring sales in to the marketing function earlier [in the process]. "Marketing should be a lead generator for the business, " supporting sales develop new customer leads by taking segmentation skills and frameworks that define customer must bear on the task. Doing this can cause better quality leads.
Philip Kotler (Excerpts from his lecture at Kellogg's school of Management)
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