Question

Discuss some major differences of selling techniques between consumer and industrial salespeople. Please provide at least 3 clear examples. Also why are customer demographics important in selling?

Answer 1

Differences are:

> Consumer salespeople target the final end consumers. Industrial salespeople make sales to the companies. These companies or companies further down the line sell finished goods to the end consumers. Industrial salespeople don't sell to the final consumers

> All the sales campaigns, products, etc, must appeal to the consumers. To boost sales, the salespeople organise marketing campaigns, sales promotions etc. On the other hand, industrial salespeople need to convince a team to make a sale. In the case of industrial sales, certain procedures have to be followed as decided by the client company.

> Consumer sales are less time taking and also order volume is small and so is the sale value. Industrial sales are time taking. Order volume is large and sale value is also big. Consumer salespeople try to use techniques such as impulsive buying, bundling, etc. In case of industrial selling, relationship building, lobbying, etc play a vital role

--> Consumer demographics play an important role in selling. One must clearly understand the demographics, so that they understand their needs, preferences, cultural values, etc. Accordingly, the products can be made, the marketing campaigns can be designed.