Selling Types

Selling types

The diverse nature of the buying situation means there are many types of selling job: selling

varies according to the nature of the selling task. The figure below shows that there is a fundamental distinction between order-takers, order-creators and order-getters. 
Order-takers respond to already committed customers; order-creators do not directly receive orders since they talk to specifiers rather than buyers; order-getters attempt to persuade customers to place an order directly.

There are three types of order-takers: inside order-takers, delivery salespeople and outside

order-takers. Order-creators are termed missionary salespeople. Finally, order-getters are

either front-line salespeople consisting of new business, organisational or consumer

salespeople, or sales support salespeople who can be either technical support salespeople or merchandisers. Both types of order-getters operate in situations where a direct sale can be made.


Christiaan Janssens
Executive Coach
CRO @ Spa Akwa Belgium

How To Sell Anything

Christiaan Janssens
Executive Coach
CRO @ Spa Akwa Belgium

Cold Calls

How to make cold calls

On your next cold call, keep these key points in mind:

1. Never underestimate the person sitting at the front desk. They may have more knowledge or influence than you think.

2. When speaking to the person at reception, always use his/her first name in conversation. It's one of the nicest sounding words they know.

3. Start by asking the receptionist if he or she can help you out. It starts off the conversation on a casual, positive note.

4. Be aware of your surroundings, including pictures, awards, and anything that might get people talking about something they're proud of.

5. If possible, ask for a tour to gain access to other people and places in the company. You may see opportunities to add value.

6. Introduce your prospect to other clients who might use their service. This is one of the best ways to build trust and add value.


Christiaan Janssens
Executive Coach

CRO @ Spa Akwa Belgium