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History
The world's three largest auction houses are Christie's, Sotheby's and
Bonhams. Internet auctions have become very popular; the world's largest auction
site is now eBay.
The activity of selling, forms an integral part of commercial activity.
Mastering sales is considered by many as some sort of persuading "art". On the
contrary, the methodological approach of selling refers to it as a systematic
process of repetitive and measurable milestones, by which a salesperson relate
his offering enabling the buyer to visualize how to achieve his goal in an
economic way.
Selling is a practical implementation of marketing; it often forms a separate
grouping in a corporate structure, employing separate specialist operatives
known as salesmen (singular: salesman or salesperson).
The successful questioning to understand a customer's goal, the further creation
of a valuable solution by communicating the necessary information that
encourages a buyer to achieve his goal at an economic cost is the responsibility
of the sales person or the sales engine (e.g. internet, vending machine etc).
The primary function of professional sales is to generate and close leads,
educate prospects, fill needs and satisfy wants of consumers appropriately, and
therefore turn prospective customers into actual ones.
From a marketing point of view, selling is one of the methods of promotion used
by marketers. Other promotional techniques include advertising, sales promotion,
publicity, and public relations.
Various sales strategies exist, such as tit-for-tat which is best if ongoing
dealings and interactions are expected. This insight is behind so-called
consultative sales process which are used by Saturn to sell cars, as well as for
some direct Business-to-Business sales.
Several types of sales exist including direct, consultative, and complex sales.
Complex sales varies from other types in that the customer plays a more
pro-active role, often requiring proposal response to their Request for Proposal
(RFP).
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