SALES AND MARKETING IN

ARCHITECTURE

SUBMITTED BY:UDAY YADAV3RD YR-B

CONTENT:

• INTRO (WHAT IS SALES AND MARKETING)• SALESMAN (QUALITIES AND PERSONALITY)• CUSTOMER (BASIC NEEDS OF A CUSTOMER AND CUSTOMER SATISFACTION)

WHAT IS SALES AND MARKETTING?!• Marketing is creating the demand in the market while sales is fulfilling that demand.• Marketing creates a brand image of the product or service while sales is only related with selling the

product or service.• Marketing is related with educating and creating awareness of the product or service in the market.

THE PROCESS OF SELLING• Analyse your products/services to determine what benefits they provide and how they meet customer

needs.• If you produce a product or service which exceeds your customers expectations while fulfilling their

needs and wants, it will basically sell itself.• A quality product or service is much easier to sell.

VALUE-ADDED SELLING TECHNIQUES

• Tell customers about a variety of products and services –those of competitors as well as of your own company – that may meet their needs.

• Link the customer to any support people in your organization who can help, advise or add value to the customer's use of products and services.

• Respond promptly to customer inquiries.

ITS ALL ABOUT THE

PRODUCT THAT YOU

ARE SELLING !!!

• ‘Personality’ refers to the dynamic force of a person which attracts and impresses others. • Similarly, “Sales Personality” or ‘Personality of Salesman’ includes his appearance, his

characters, his mannerisms, his talk and the general impression which impresses and convinces the prospects.

• By using these qualities and abilities skilfully, the salesman is able to impress the customers favourably.

• As a result, the customers are attracted towards the product or service and ultimately purchase it.

Relational: Cares about the person, not 

just the sale; effectively identifies customer needs

Structured: Leads the customer through the process, is organized and follows through

Focused: Doesn’t get side-tracked; knows the final destination

Funny: Engages customer emotions, is likeable and memorable

Assertive: Effectively controls interactions and doesn’t cave in 

easily

Outgoing: Projects a great first impression and is energized by social interactions

Confident: Believes in own abilities and can handle rejection

Driven: Has a sense of urgency and a need to accomplish the task at hand

“PERSONALITY IS THAT PERSONAL DISTINCTION OR DYNAMIC FORCE WHICH IS FELT BY EVERYONE WHO COMES WITHIN THE RADIUS.”

WHAT MAKES A GOOD SALESMAN?!

QUALITIES OF A GOOD SALESMAN

WHO IS A CUSTOMER ??!• A customer is someone who makes use of the paid products of an individual or

organization. This is typically through purchasing or renting goods or services.• A customer is not dependent on us, rather, we are dependent on him. • A customer might expect to encounter efficiency, helpfulness, reliability, confidence in the

staff, and a personal interest in his or her patronage.

FRIENDLINESSA customer should be greeted graciously and with warmth.

OPTIONS AND ALTERNATIVESCustomers need to feel that other avenues are available to getting what they want accomplished.

UNDERSTANDING Customers have simple expectations that we who serve them can put ourselves in their shoes, understanding what it is they came to us for in the first place.

FAIRNESS We all need to feel we are being treated fairly. Customers get very annoyed and defensive when they feel they are not attended properly.

INFORMATIONCustomers need to be educated and informed about our products and services, and they don’t want us leaving anything out!

THE BASIC NEEDS OF CUSTOMERS

CUSTOMER SATISFACTIONCustomer satisfaction, a business term, is a measure of how products and services supplied by a company meet or surpass customer expectation. It is seen as a key performance indicator within business.