Which of the following category of goods and services is most likely to require an aggressive use of the selling concept ?
Unsought Goods
Option 4 — Unsought Goods is correct.
The selling concept assumes that consumers, left alone, will not buy enough of the firm's products, so the company must undertake aggressive selling and promotion effort. Kotler notes it is practised most aggressively with unsought goods.
Unsought goods are products the buyer either does not know about or does not normally think of buying — classic examples are life insurance, encyclopedias, funeral plots and blood donation. Because there is little or no natural demand, heavy personal selling, advertising and persuasion are needed to convert prospects into buyers.
Why the other options are wrong:
| Category | Why not |
|---|---|
| Complementary Goods | Goods used together (e.g. car & fuel); demand is driven by the related product, not aggressive selling. |
| Luxury Goods | Sought by aspirational buyers; sold on brand, image and exclusivity rather than hard selling. |
| Speciality Goods | Buyers already want a specific brand and will make special effort to get it, so little persuasion is needed. |
Takeaway: the selling concept is applied most aggressively to unsought goods, which people do not seek on their own.
Similar Questions
Marketers have traditionally classified products on the basis of three characteristics : __________ , tangibility and use.
Which one of the following can be legally protected ?
Which one of the following is the demand state where “Consumers dislike the product and may even pay to avoid it” ?
“The customer wants an inexpensive car”. This is an example of which one of the following type of needs ?
Assertion (A) : Marketers are increasingly asked to justify their investments in financial and profitability terms and rarely in terms of building the brand and customer base.
Reasoning (R) : Organizations recognize that little of their market value comes from intangible assets.
Code :
According to Five-Stage Model of the Consumer Buying Process, which one of the following sequence is followed ?
What are the four main components of holistic marketing ?
According to the __________ theory, marketers can enhance demand for a product by associating it with strong drives, using motivating cues and providing positive re-enforcement.
Consider the following statements:
(a) Brand equity is essentially the same as brand valuation.
(b) Market segmentation and product differentiation are alternative marketing strategies.
(c) Durable goods normally require less personal selling, after sales service and seller guarantees, than the non-durable goods.
(d) Price discrimination in all forms is illegal in India.
Indicate the correct statements:
Consider the following statements:
(a) All marketing strategy is built on segmentation, targeting and positioning.
(b) A brand mantra must communicate both what a brand is and what it is not.
(c) Goal incompatibility is one of the major causes of conflict among distribution channel members.
(d) Physical goods, services and stores can have a brand name, but ideas and people cannot.
Which of these statements are true?
Important Questions from Marketing: Concept and approaches
Arrange the following stages in the marketing process of an enterprise:
A. Marketing Mix
B. Marketing program implementation
C. Marketing planning
D. Market research
E. Control and evaluation of marketing programs
Choose thecorrectanswer from the options given below:
Which of the following is the characteristic of a product?
Which of the following is an example of durable goods?
Traditionally, marketing has been viewed as:
_______ is making it more a challenge today than ever before, to upgrade customer services to get an edge over the competitiors.
