Examples of a Sales-Oriented Business
A sales-oriented business depends on promotions and outbound sales efforts to drive revenue. Sales orientation is a necessity for businesses selling products or services in competitive markets. This model is also used when the consumer is not pursuing your product or service. A market-oriented business model uses consumer demand and input to develop products and to adjust services, based on demand. The lines between sales and market orientation are often blurred, as companies offering multiple products use a mixed strategy.
The insurance industry is competitive and largely dependent on sales orientation. Consumers do shop rates, but the business of auto, home, health and other policies, are driven by sales strategy. The companies shape the products and services, and then sell them through reps, advertising and other sales systems. The policies are not shaped by consumer input or demand. Insurance is a necessity product that requires sales orientations to educate and drive purchases from consumers.
Vehicles, vehicle parts and mechanical services are sales oriented. The vehicle itself is somewhat blended, as the design is built according to market orientation, but the purchases are driven by sales orientation. Advertising, promotions and physical sales reps are necessary to drive consumer awareness and conversions. Vehicle parts and mechanical services are also sales oriented, as the consumers require sales people and information to understand their needs. Ultimately, the knowledge on the parts and mechanical side drives the sales.
There is nothing novel about a simple shirt, shorts or pair of flip flops, and consumers can easily locate and purchase these items in physical or eCommerce stores. Lifestyle apparel brands use their brand identity and influence to build a sales-oriented business. The branding captures consumer attention and drives sales of their products. Without branding and the sales-driven model, they would simply have a market-oriented piece of apparel designed to fit and perform very basic functions. Adding color, logos and art distinguishes their offerings and drives sales.
A blended model is not uncommon, especially in larger businesses. For example, a laptop, tablet or smartphone is built, based on consumer demands, but the protective cases and accessories require a sales-oriented approach to drive purchases.