(a) Distinguish Selling from Marketing with a suitable illustration. Explain the linkage of distribution function with sales management in a consumer durable company of your choice. (b) What is sales strategy? Discuss the sales strategy formulation for a newly introduced electric bike.

Distinguishing Selling from Marketing:

Selling and marketing are two closely related but distinct concepts within the broader field of business. Marketing encompasses a set of activities that facilitate the exchange of goods or services between the producer and the consumer. It involves identifying, anticipating, and satisfying customer needs profitably. Selling, on the other hand, is a subset of marketing and specifically refers to the activities involved in persuading the customer to buy a particular product or service.

Illustration: Imagine a consumer electronics company that has just developed a cutting-edge, energy-efficient air conditioner. Marketing activities would involve researching the target market, understanding customer needs, creating awareness about the benefits of the product, and determining an optimal pricing strategy. Meanwhile, selling activities would involve the actual process of convincing customers to purchase the specific air conditioner model through personal interactions, advertisements, or other sales channels.

Linkage of Distribution Function with Sales Management:

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