SUMMARY: Personal selling refers to a set of activities directed at the attainment of marketing goals by establishing and maintaining direct buyer-seller relationships through personal communication. Personal selling has a unique place in the marketing communication mix.
what does personal selling mean in marketing?
Personal selling is where businesses use people (the “sales force”) to sell the product after meeting face-to-face with the customer. The sellers promote the product through their attitude, appearance and specialist product knowledge. They aim to inform and encourage the customer to buy, or at least trial the product.
what is personal selling and its process?
The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step.
what are the types of personal selling?
According to David Jobber, there are three types of personal selling: order-takers, order-creators, and order-getters.
What is personal selling and its importance?
Personal selling is an important marketing tool for small businesses, particularly those that sell complex or high-value products and services to other businesses, rather than consumers. Companies can undertake personal selling by hiring sales representatives who visit customers or by contacting customers by telephone.
What are the advantages of personal selling?
Advantages of Personal Selling It is a two-way communication. So the selling agent can get instant feedback from the prospective buyer. If it is not according to plan he can even adjust his approach accordingly. Since it is an interactive form of selling, it helps build trust with the customer. You may also read,
What are the functions of personal selling?
The important functions of a salesperson are as follows: 1. Personal selling is an important method of demonstrating the product to the prospective customers and giving them full information about the product. It is easier to persuade a person to buy a product through face-to-face explanation. Check the answer of
What are the purpose and goals of selling?
The purpose of selling is to help customers make satisfying buying decisions with the goal of creating ongoing, profitable relationships with them. Discuss which trends and technologies help businesses with customer management.
What are the advantages and disadvantages of personal selling?
In fact, salespeople are often best at disseminating negative and positive word-of-mouth product information. High cost is the primary disadvantage of personal selling. With increased competition, higher travel and lodging costs, and higher salaries, the cost per sales contract continues to increase. Read:
How do I sell a product personally?
How to Effectively Sell Your Product or Service Know your product. Imagine every question a prospect might ask and arm yourself with answers, linking each product fact to a customer benefit. Explain your offering in a sentence. Know your prospect. Know what message your prospect is ready to receive. Set your sales presentation goal. Dress for success.
What is the meaning of publicity in marketing?
Publicity is the public visibility or awareness for any product, service or company. From a marketing perspective, publicity is one component of promotion and marketing. The other elements of the promotional mix are advertising, sales promotion, direct marketing and personal selling.
What are some examples of sales promotion?
Examples include contests, coupons, freebies, loss leaders, point of purchase displays, premiums, prizes, product samples, and rebates. Sales promotions can be directed at either the customer, sales staff, or distribution channel members (such as retailers).
What are the characteristics of personal selling?
Features of Personal Selling- Face to Face Interaction- This is the first features of personal selling and it means that there is face to face interaction between buyers and sellers. Two Way Dialogue:- Immediate Feedback- Art of Persuasion- Flexible- Satisfaction: Goal-Oriented Activity- Consultative Selling-
What are the five personal selling approaches?
Discuss five alternative approaches to personal selling. Alternative approaches to personal selling include stimulus response, mental states, need satisfaction, problem solving, and the consultative approach. Stimulus response selling often uses the same sales presentation for all customers.
What do you mean by merchandiser?
Definition: A merchandiser is a business that purchases inventory and resells it to customers for a profit. Retailers and wholesalers are good examples of merchandisers because they typically buy goods from manufacturers to market and sell them to the public consumers.