A THEORETICAL APPROACH TO PROCESS OF SELLING IN THE MODERN UNDERSTANDING

Abstract

Selling and buying are inevitable parts of our lives. As a member of a society, we need to buy and/or sell things in our everyday life. The things that we sell or buy do not have to be concrete objects. Information exchange in the society, or even the ideas people use to introduce themselves can be considered as selling ideas. However, in this study we focused on selling concrete objects rather than abstract things. We tried to explain how we understand our customers needs and demands and shared the way we meet their needs and demands by presenting our products. Selling is a process which starts way before we meet our customers. A salesman should do a proper research about his/her target before the selling and determine the needs and demands of customers in order to present appropriate products. Moreover, a salesman needs to have the skill to handle the problems with customers. In this study, the selling process and the things a salesman should do in each and every step of this process were explained.