From Selling Goods to Selling Services: Firm Responses to ...
Selling and Distribution of Unsought Goods (1)
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Transcript of Selling and Distribution of Unsought Goods (1)
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04/11/2023 Sales and distribution Management
Success is 99% failure. Soichiro Honda
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04/11/2023 Sales and distribution Management
Challenges of selling and
distributing
unsought goods
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04/11/2023 Sales and distribution Management
Introduction
•What is an sought goods? E.g.
• What is its characteristics?
• Why it must be sold?
• What benefits the customers derive out of buying it?
Encyclopedia, funeral services, insurance, unknown innovative products, Astrology, religious services, charity
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04/11/2023 Sales and distribution Management
The Issues & Challenges
The issues:• Lack of explicit demand from potential
customers• Always requires Push strategies• The purchase decisions is both rational and
emotional in the case of unsought goods• Mostly intangible in nature, which further
complicates its sells • How to evaluate the worth of investments• Rewards are imaginary,
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04/11/2023 Sales and distribution Management
The Issues & Challenges
The Challenges:
• Justifying needs and creating demands• Over-coming objections• Positioning it in a conservative market• Hypothetical visualizations• Mostly intangible in nature, which
further complicates its sells
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04/11/2023 Sales and distribution Management
Cases from the market
The Challenges:
• Insurance companies:• Encyclopedia Marketing and selling.• Religious services:• High end innovative products
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04/11/2023 Sales and distribution Management
Q Please….