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Sales is the economical exchange process of goods (goods and services) against payment. In the trade with exchange goods and with the sales against material assets the sales takes place after the same conditions. Also sales is the designation of the last function in the operational creation of value chain (operational process) of goods and services and/or for the liquidation of private property (C-ton-C). The most important elements of sale are determined by marketing as well as of purposeful Rhetorik and psychology of selling. The goal of sale within the commercial and freelance range is frequent it to realize profit.
The sales with realization of profits intention is given primarily by the market (economics), then follow as arrangement means marketing, distribution politics, purposeful Rhetorik and psychology of selling. The paragraph as economiceconomics technical term marks interaction between the needs of the Nachfrager, the offer of the competitors and the offer of the enterprise (salesman) in a triangle on the market. The "sales market" can be described thereby as buyer's market or seller's market, whereby in the western industrialized countries a buyer's market exists, there rather the Nachfrager the offer to determine and in reverse. That is often combined into the formula: "Attempts to sell, which was already produced, but do not produce, which can be sold". The goals of the marketing are therefore the definition of the paragraph program and the prognosis of the sales volumes as well as their prices.
The goals of sale differ after private people, enterprises and state. Enterprises are interested always to obtain profit (realization of profits intention). The state (for example with medical supply) is interested at meritorischen goods usually to make profit the impossibility holds it however not from it. Private people have many reasons to the sales: Liquidation of private property, desire at the sales, helping etc. the selling techniques for the reaching of these goals are today a firm component of the psychology of selling, in which the different industries developed their own methods.
Within marketing marketing policy, the kind of sale, is thus called also distribution or selling. Customer orientation and customer connection are here key terms.
Acquisition here the measures of the customer production are called. Thus the akquisitorische Potenzial is to be exhausted. Thus Erich good mountain refers to the connection between the enterprise and the preferences (preferences) of certain customer groups: This attraction offers different possibilities of the price-political behavior. (Erich good mountain 1973, P. 238) one knows the akquisitorische Potenzial (see PAF) today as Goodwill, image or "attractiveness of a product/an enterprise". This is substantial for demarcation in relation to the competition.
Techniques of the distribution politics are:
Depending upon occupation picture the entrepreneur with appropriate suitability diagnostics can decide whether the individual salesman for the position which can be occupied and/or in the Selling so mentioned center is correctly positioned. The group of negotiations in the Buying so mentioned center of the customer, which can be expected, determines thereby the composition of the team in the industrial sales.
In the trade and in the final customer business of the consumer goods industry usually the salesmen fulfill expectations in the reference to customer friendliness, linear need collection, offer of auxiliary sales, set into them, and if necessary tasteful packing.
With the choice of the correct selling way an enterprise has to consider a set from factors to. Thereby the economic interests of the offerer before the interests of the coworker and/or the customer outweigh according to experience. Such a position is turned around if necessary if the salesman occurs with sound information about the market the negotiation with the offerer and due to his professional experience or own customer contacts can relate the feasibility of the defaults (for example points data out to the customer behavior in this special market surrounding field). The sales of the service is thus the most plausible work sample for the evaluation of salesmen in practice.
The firm salesman in such a way specified (also traveler) stands after "§"§ 611ff BGB in the contract of employment of the employer with corresponding faithful and duties to exercise diligence. Turned around the employer owes, independently of the reached conversion from the principle wages and welfare service (usually social insurance benefits and personnel support).
The commercial agent is an independent buyer. Contrary to the employees salesman can become active the commercial agent also for several offerers (multi-firm representatives so mentioned) and it is obligated to no certain management of affairs. It determines independently the kind and the range of its activity.
As fundamental difficulty in the selling the circumstance is to be regarded that of potenziellen coworkers often less technical-material authority than rather is ordered sovereign occurrence. The often resulting noncommitment and missing authenticity of the average salesman latent from this prove in handling critical customers therefore frequently as deterring and counter productive; that leads, apart from the missing readiness of many entrepreneurs to negotiate with "employees" on same eye level in the long run to a high fluctuation in the selling ("hire & fire" and/or "Headhunting").
Specialists (salesmen), the assigned the acquisition (customer production), have different job titles depending upon the degree of its specialization and according to commercial law position. Substantial elements of the selling technique are apart from the presentation means, advertising media and means of publicity, all fields of the psychology of selling. In it the methods are for the purposeful influencing control, objection treatment and customer recuperation by the salesman in the case of complaint. To it also the pre-aged ranges self management of the inclusive belong. time management as well as the personality formation and the stored range after sales management.
Traditionally the income spans in the sales lie apart extremely far. This is on the one hand because of the different margins in the different industries. On the other hand large differences in the consulting and investment company for the salesman settle. The individual earning facilities of the travelers and commercial agents depend in practice mainly on the industry and the product life cycle as well as on the success of the salesman. During retail trade salesmen actually often also under 1.000, - euro in the month home go, earn engineers with economical auxiliary study in the international capital goods sales usually scarcely six-digit per year.
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