Selective Selling

Posted in Marketing and Strategy Terms, Total Reads: 1947

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.


Browse the definition and meaning of more terms similar to Selective Selling. The Management Dictionary covers over 7000 business concepts from 6 categories. This definition and concept has been researched & authored by our Business Concepts Team members.

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