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DR. D.Y.PATIL INSTITUTE OF

MANAGEMENT AND REASEARCH
PUNE

Classification of Selling

Submitted By : Amit Arun Badhe

SELLING

Selling is an art of persuading the customer to

believe that the purchase of product or service will
actually benefit him or her. Such flow of products ,
services and information from seller to buyer in
exchange of money is Selling.
PRODUCT SELLING VS SERVICE SELLING

TANGIBLE VS INTANGIBLE
TYPES AND CLASSIFICATION OF SELLING

 McMurry & Arnold Classification

 Derch Newtons Classification
 Consumer Indirect Selling
 Group Selling
 Telesales
 Franchise Selling
 International Selling
 Concept selling
 MCMURRY & ARNOLD CLASSIFICATION

 Group A
1. Inside order sales
2. Delivery sales
3. Outside order sales
4. Missionary sales
5. Technical sales

 Group B(Developmental selling)

1. Creative Selling(Intangible)
2. Creative Selling(Tangible)

 Group C (Requiring Unusual creativity)

1. Political , indirect or back door selling
2. Multiple selling
 MCMURRY & ARNOLD CLASSIFICATION
 Group A

1. Inside Order Sale :

A sales person who writes up sales order at sales counter
or those forwarded to the company by telephone.
2. Delivery Sales:
Mainly engages in delivery of product.
3. Outside Order:
The sales person actually interacts with
customer or works on actual field
4. Missionary Sales :
It is a form of personal sales in which the
salesperson provides information to an individual who will
influence the purchase decision or convincing those who
has never used a product to buy it. E.g Insurance.
5. Technical sale :
In this type the selling is done with help
of product technical features that can attract consumers.
Group B ( Developmental Selling)
1. Creative Selling (Tangible)
Selling creative product to client.
( e.g Interior design , creative architech)
2. Creative (Intangible)
Selling contents which are creative but intangible
(e.g litaracy works, music works, motion picture)
GROUP C
1. Back door Selling:
Practice of enticing buyers to purchase goods or
services without competitive bidding.

2. Multiple selling :
Sales person makes presentation to several
individual to sell product.
DERCH NEWTON CLSSSIFICATION

 Trade Selling
Trade selling means where salespeople get
retailers, wholesalers and distributors to handle their
product and once this is accomplished they help
distributors to sell their product by offering promotional
and merchandising product.

 Missionary Selling

 Technical Selling

 New Business Selling

CONSUMER INDIRECT SELLING
 Advantages:
1. Allows companyto quickly sales without hiring more sales person.
2. Suitable for overseas market
3. Startup cost is less
4. Channel is inexpensive-low per transaction cost

 Disadvantages:
1. Brand status damage because of poorer customer service by
marketing firm.
2. Manufacturing firm has to give up control of marketing activites to
other firm.
INDUSTRIAL SELLING
 It is also called B2B Selling or Business to Business
Selling.

1. A business is sourcing materials for their production

process, e.g. a food manufacturer purchasing salt
2. A business needs the services of another for operational
reasons, e.g. a food manufacturer employing an
accountancy firm to audit their finances
3. A business re-sells goods and services produced by others,
e.g. a retailer buying the end product from the food
manufacturer
 MISSIONARY SELLING
 A missionary types sales job involves convincing someone who has
never use a product to buy it. Eg. Insurance , Financial services
GROUP SELLING
 Group selling helps to one to sell more.
 One to many and therefore more cost effecitve.
 Many target customers together.
 TELESALES
 Telesales is a service activity that one uses to sell products and
services directly over the telephone
 No further contact is required and the entire selling process including
payment transaction in completed during one phone call.

 Challenges:
1. No visual contact
2. Time limit
INTERNATIONAL SELLING
 International selling means selling the product in overseas market.

 Challenges Involved in International Selling

1. Cultural Issues
2. Language Barrier
3. Government regulation and policies.
4. Knowledge of international market.
5. Check out competition for strategic planning.
THANK YOU