Before a consumer reaches a selective selling position he/she follows the decision process as below:
Need Recognition -> Information Search -> Evaluation of Alternatives -> Purchase -> Post Purchase Evaluation
Products which are bought via selective selling are furniture clothing, watches etc. Such types of niche markets fall under this category. Selective selling involves a defined strategy to reach out to only a limited size of customers to whom the product is directly focused upon. Returns are higher in selective selling but the amount to effort for selective marketing increases the efforts.