Understanding the Selling Concept in Marketing Management

Join us as we explore the intricacies of the selling concept in marketing management and its implications for businesses in today's dynamic market environment.
Chapter 1 provides an overview of the selling concept, acknowledging its role in generating leads and converting prospects into customers. We delve into its origins and fundamental principles, highlighting its focus on promotional efforts and sales transactions.
In Chapter 2, we examine the key characteristics of the selling concept, including aggressive promotion, high sales efforts, short-term orientation, customer acquisition, and a product-centric approach. We discuss how these characteristics shape marketing strategies and tactics.
Chapter 3 delves into the application of the selling concept in real-world scenarios, particularly for products or services that require significant sales effort or persuasion. We explore examples of industries and businesses where the selling concept is commonly employed, such as business software and financial services.
In Chapter 4, we analyze the advantages and limitations of the selling concept in today's market landscape. While it may be effective for certain situations, we discuss its shortcomings in meeting the evolving demands of customers for satisfaction, relationships, and long-term value.
Chapter 5 explores evolving trends in marketing management, emphasizing the shift towards customer-centric approaches such as the marketing concept and relationship marketing. We examine how businesses are prioritizing understanding and fulfilling customer needs over aggressive sales tactics.
In Chapter 6, we compare the selling concept with modern marketing concepts, highlighting their differences in approach and philosophy. We discuss the implications for businesses seeking to adapt to changing consumer behaviors and preferences.
Chapter 7 presents case studies illustrating the implementation of the selling concept in various industries and contexts. We analyze successful strategies and lessons learned from businesses applying the selling concept effectively.
Finally, in Chapter 8, we discuss the future outlook of the selling concept and its adaptation and integration into modern marketing strategies. We explore potential opportunities for businesses to leverage the selling concept while embracing customer-centric approaches for sustainable growth and success.
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Video Content
0:00 -Introduction to the Selling Concept
Characteristics of the Selling Concept
Application of the Selling Concept in Marketing
Advantages and Limitations of the Selling Concept
Evolving Trends: Customer-Centric Approaches in Marketing
Comparison with Modern Marketing Concepts
Case Studies: Examples of Selling Concept Implementation
Future Outlook: Adaptation and Integration in Marketing Strategies
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School of Learning
Arnav Dutta
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