The Difference Between Sales and Marketing

Very often, the terms sales and marketing are used interchangeably, as if they were the same word or have the same meaning.  Even though they both share the same goal, which is to generate revenue for a company, they are actually two different functions.  My goal is to get you to understand why by the time you’re done reading this article.

People who fail at sales try to idealize the product they’re attempting to sell by making it appear more desirable to the potential buyer, rather than making the buyer realize that they need the product, even if the need is artificial.  A good sales person knows what motivates people to buy and utilizes the power of persuasion to execute that process.

Marketing, on the other hand, is more about defining the value rather than the product itself.  Marketing is not forced, but rather nurtured.  Sales translates literally to the act of selling.  Marketing is the act of promoting products or services, including market research and advertising.  Marketing is a much more involved process that involves developing a relationship with the buyer.

In other words, sales is the process in which the customer is made aware of their need for the product, whereas marketing develops the need for the product and fulfills the customer’s needs by presenting the product.

Marketing involves a variety of tools in promoting products to the marketplace, such as advertising, trademarks, slogans, packaging, celebrity endorsement, websites and other forms of media exposure.  Another distinction between the two is that sales is typically targeted at one individual or small group whereas marketing seeks to inform many people - an entire market, industry or even the world.

·         Marketing = identifying and fulfilling the needs of the customer

·         Sales = Convincing people to buy the product

Selling is actually a part of marketing but not the other way around.  Marketing facilitates the process of identifying the needs of customers, promoting products by creating awareness and generating leads.  Sales is the process in which a lead or prospect converts to an actual purchase.  Marketing is aimed at achieving long-term goals whereas sales focuses more on the short-term.

Perhaps we’re just squabbling over semantics and the difference between the two words has evolved into what we’ve made of it and perceive them to be.  Despite their commonalities, it’s safe to say that the two are different but related to each other with the same intentions…to sell and make money.