Question

Differentiate between product sales & solution sales.

Hint:

Compare them on focus, approach, relationship and what the customer gets. Give two to four clear points.

Answer 1

Step 1: Meaning of each term:
Product sales means selling a ready product with its features, price and benefits. Solution sales means studying the buyer's problem first and then offering a mix of products and services that solves it.

Step 2: Difference 1: Focus:
Product sales focuses on the product and its features. Solution sales focuses on the customer's needs and problems.

Step 3: Difference 2: Approach:
In product sales the salesperson pushes a standard item. In solution sales the salesperson asks questions, listens and designs an offer.

Step 4: Difference 3: Relationship and price:
Product sales is often a one-time deal and competes on price. Solution sales builds a long-term bond, and the customer pays for the value received.

Step 5: Difference 4: Skill needed:
Product sales needs product knowledge. Solution sales needs product knowledge, deep customer knowledge and problem-solving skill.

Final Answer:
Product sales sells a product; solution sales sells the answer to a customer's problem.