04/11/2023 Sales and distribution Management

Success is 99% failure. Soichiro Honda

04/11/2023 Sales and distribution Management

Challenges of selling and

distributing

unsought goods

04/11/2023 Sales and distribution Management

Introduction

•What is an sought goods? E.g.

• What is its characteristics?

• Why it must be sold?

• What benefits the customers derive out of buying it?

Encyclopedia, funeral services, insurance, unknown innovative products, Astrology, religious services, charity

04/11/2023 Sales and distribution Management

The Issues & Challenges

The issues:• Lack of explicit demand from potential

customers• Always requires Push strategies• The purchase decisions is both rational and

emotional in the case of unsought goods• Mostly intangible in nature, which further

complicates its sells • How to evaluate the worth of investments• Rewards are imaginary,

04/11/2023 Sales and distribution Management

The Issues & Challenges

The Challenges:

• Justifying needs and creating demands• Over-coming objections• Positioning it in a conservative market• Hypothetical visualizations• Mostly intangible in nature, which

further complicates its sells

04/11/2023 Sales and distribution Management

Cases from the market

The Challenges:

• Insurance companies:• Encyclopedia Marketing and selling.• Religious services:• High end innovative products

04/11/2023 Sales and distribution Management

Q Please….