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A department by any other name... the sales/ marketing debate


by Leigh Andrews on 8 April 2010

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I assume that most people not involved in sales or marketing would naturally think that the departments are one and the same - and those that do realise there's quite a marked difference between the two probably have a fuzzy idea that marketing makes the pretty posters behind the scenes, while sales makes the aggressive pitch. That's not entirely fair and not exactly true. I did some research into the topic and found that there are varying opinions out there.

The first finding was that telemarketing, usually a form of cold calling, should technically be classified as sales, not as marketing. Do you agree? Secondly, according to a UNISA course overview, "...No matter how good the company’s marketing, until a sale takes place, there is no income.” While this is true, it undermines the role that marketing plays in the sales/ marketing cycle.

I've come to understand that these are both components of a bigger strategy, puzzle pieces that are meant to fit together and work towards a shared goal. You could simplify this by stating (as Laura Lake did, on About.com) that marketing does the groundwork by opening the door for the sales pitch, getting potential consumers interested through sending out emailers, direct mail brochures and press releases to parties who may be interested, while the sales process consists of everything that actually leads to the sale being made and money transferring hands - this includes one-on-one meetings; cold calls; and networking.

Amy Linnell, Newsclip’s Marketing Consultant, comments that we are all sellers, job description aside. She says, “No matter what we are doing, we are selling. When we go for a job interview or even a first date, we are selling ourselves to others - this forms the foundation for what you do in the rest of your life.”

Words to get you thinking. Please leave your comments below.




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