Select two of the major roles that personal selling serves in a firms overall marketing effort
Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product. It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale. Show
Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. The salesperson tries to highlight various features of the product to convince the customer that it will only add value. However, getting a customer to buy a product is not the motive behind personal selling every time. Often companies try to follow this approach with customers to make them aware of a new product. The company wants to spread awareness about the product for which it adopts a person-to-person approach. This is because selling involves personal touch, a salesperson knows better how to pitch a product to the potential customer. Personal selling can take place through two different channels – through retail and through direct-to-consumer channel. Under the retail channel, a sales person interacts with potential customers who come on their own to enquire about a product. The job of the salesperson is to make sure that he understands the need of the customers and accordingly shows various products that he keeps under that category. Under the direct channel, a salesperson visits potential customers in an attempt to make them aware about a new product that the company is launching or it may have a new offer which the customers may not get from the open market. Content List
Scope and Importance of Personal SellingIn the US, 14 million people are employed in sales positions, according to the department of labor.Sales personnel include stockbrokers, manufacturing sales representatives, real estate brokers etc. Most students in this class will have been employed as a sales person. Return to Contents Nature of Personal SellingGives marketers:
Types of Sales Persons
Elements of the Personal Selling ProcessNo 2 salespersons use exactly the same sales method, but it is generally a seven step process:
What is the role of personal selling in marketing?Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product. It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale.
What are 2 examples of personal selling?Products with relatively high prices, or with complex features, are often sold using personal selling. Great examples include cars, office equipment (e.g. photocopiers) and many products that are sold by businesses to other industrial customers.
What role does personal selling fulfill for the company?Personal selling... Allows for detailed and personalized communication between your business and potential customers. Gives your sales team the chance to individually address any questions, concerns, or objections potential customers may have to move them closer to purchase.
What are two goals of relationship selling?Relationship selling contains several benefits. Some of these benefits include: Enhancing the customer experience, leading to more referrals and a better understanding of customer needs. Building a relationship with the customer makes the customer feel valued and more willing to be an active buyer.
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