Form of sale
The form of sale (or also the form of the provider ) is understood to be the way in which the goods are presented to customers in a shop. There are different ways of presenting goods and thus of customer activity and seller behavior.
Overview of sales forms
The following overview shows the different forms of sale (or forms of supply). In practice, however, mixed forms are often encountered.
service
The goods are not directly accessible to the customer. It is located behind a service counter , a showcase or a sales table.
The customer turns to the sales staff and has the goods presented to them. The sales staff takes care of the customer from greeting to farewell.
Examples: specialty shop ; Showcase for watches or jewelry ; Sausage and cheese counter.
Pre-selection system
The goods are freely accessible and tangible for the customer or even locked in showcases. Some of the goods require explanation.
The customer selects the goods independently. The sales staff provides assistance with the decision to buy the goods and offers advice. The checkout process is carried out by the sales staff.
Examples: textile shop, electronics store, shoe shop
Self service
The goods are kept close to the customer on shelves , gondolas , stacks and special goods carriers.
The customer chooses the goods himself, transports them to the checkout and has to pack them himself after paying. The sales staff prepared the sale by clearing and maintaining the shelves. It is also available for inquiries and special cases. Normally, only the checkout is done by the sales staff.
Example: supermarket
Machine purchase
The goods are held ready for sale in a machine. It can be seen either through a window or through a picture on the machine.
The customer must carry out all activities himself and without direct contact with a seller. The staff provides the goods in the machine. The actual sales activity is taken over by the machine.
Example: cigarette machine
Tele and online shopping
The goods are only offered to the customer by means of an image or animation or a video and a description text on a screen. The goods themselves reach the customer on the shipping route.
Customers order in the "on-screen dialog", that is, alone and without direct contact with the seller. The staff remains completely in the background, the actual sales activity takes place via a screen terminal.
Choice of form of sale
Which form of sale is chosen depends on various aspects:
- The goods themselves
- The type and size of the shop
- Partly the business policy
- Shopping behavior of customers
- Special regulations
Web links
- Special sales forms on the website of the Frankfurt Chamber of Commerce and Industry