Selective Selling

Posted in Marketing and Strategy Terms, Total Reads: 884

Definition: Selective Selling

This type of selling is meant for customers who meet a required buying size based on their ability to buy the product.

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.


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