Importance of Personal Selling 1.Benefits to consumers 2.Benefits to company 3.Benefits to society 10. To secure and retain a specified share of the market. To secure and maintain customer’s cooperation in stocking and promoting the product line. February 18, 2020 February 18, 2020 TORAN LAL VERMA (Although Nature, objectives, functions are different things, these points can be explained with regard to all three. 3. The product is in the introductory stage; 4. This type of communication is carried out by sales representatives, who are the personal connection between a buyer and a company or a company’s products or services. Objectives of the personal selling: personal selling has two types of objectives - long termand short term. The objectives under this head are: 1. Personal selling is where businesses use people (the \"sales force\") to sell the product after meeting face-to-face with the customer. Content Guidelines 2. Personal selling uses in-person interaction to sell products and services. Prospecting refers to locating potential customers. Personal Selling: Personal selling is found to be one of the most effective and popular form of promoting bank business. Each person is contacted by face to face conversation. To do the entire job. Learning Objectives. Salespeople match the benefits of their offering to the specific needs of a client. To assist with (or hand) the training of middlemen’s sales personnel. He must talk in the point of view of customers and engage their mind to his point of view. Find out more. A Five Stage Personal Selling Process. Both advertising and personal selling are two major elements of promotion mix, which is employed by the organization to reach communication objectives. Pricing Strategy . They are usually long-term goals, made up of shorter-term steps. UNIT I 1 Introduction to Personal Selling. Personal Selling Strategies Personal selling strategies should be derived from the marketing strategy and should be consistent with other elements of marketing mix. To provide advice and assist the middlemen. Download. Personal selling creates product awareness, stimulates interest, develops brand preferences, negotiates price etc. To service existing accounts, (customers). Objectives of Personal Selling. Personal selling is oral communication with potential buyers of a product with the intention of making a sale. Hence, the sales volume objective should also be explained. Stages and objectives of the personal selling process STAGE OBJECTIVE COMMENTS Prospecting Search for and qualify prospects Start of the selling process: prospects produced through advertising, referrals, and cold canvassing. Soft Selling . UNIT I 1 Introduction to Personal Selling. Rovert Louis Stevenson stated, “Everyone lives by selling something.” The people who do selling are called salesmen, sales representatives, sales persons, account executives, sales consultants, sales engineers, field representatives, agents, service representatives, marketing representatives etc. Personal selling has two types of objectives-long-term and short-term. To search and maintain customer cooperation. To do the entire job. Image Guidelines 5. To serve the existing customers. Plagiarism Prevention 4. Personal goals are targets for the improvement of an individual. To secure and retain a certain share of the market. 4. It’s hard to give a personal selling definition when there are so many out there. To secure a given percentage of certain accounts’ business. Pushing products through Channels, 7. Concept of Personal Selling: Personal selling might be defined as follows: Personal selling is a face-to-face contact between the salesman and the prospect; through which the salesman persuades the prospect, to appreciate the need for the product canvassed by him – with the expectation of a sales-transaction, being eventually materialized. To provide technical advice and assistance to customers (as with complicated products and where products are specially designed to fit buyers’ specifications). The quantitative personal selling objective is related to sales volume objective. Personal selling occurs where an individual salesperson sells a product, service or solution to a client. 10. (e.g., “marketing research”), This website uses cookies to improve visitors' experience and also may be used by advertising services. Personal selling and salesmanship are used without distinction. READ PAPER. Sales promotion consists of those activities other than personal selling, advertising and publicity. 1. Finally, personal selling is the only method that secures immediate feedback. 4. Hence, the sales volume objective should also be explained. Sales promotion secures the following objectives: 1. To keep customers informed of changes in the product line and other aspects of marketing strategy. 5. Today, personal selling involves the development of longstanding client relationships. Personal selling is used to meet the five objectives of promotion in the following ways: Building Product Awareness – A common task of salespeople, especially when selling in business markets, is to educate customers on new product offerings. Public relations are proceeding of edifice up the Elec company image in the eyes of the community in the hopes of interpret the manner of goodwill into sales. Download PDF. Many small business owners don't have a dedicated sales team and take on the role of sales themselves. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. 1. Below are few Personal Selling Strategies Call Rates If the intensity of competitive rivalry is high in the industry, salespersons involved in 1. This objective plays a very perfect role … Regis McKenna, international consultant, contends that although marketing technology has made salespeople more effective, it may also decrease the need for traditional salespeople who convince people to buy. 2 To serve the existing customers. The most significant strength of personal selling is its flexibility. Unlike advertisement which offers the consumer a reason to buy; sales promotion offers an in incentive(any … Personal Selling-Objectives: (Qualitative): 1. For more information on our use of cookies see our Privacy Statement. The main reason for this is that banking is a service in which trust plays a very important role. Please enable Strictly Necessary Cookies first so that we can save your preferences! Sales Pipeline . A customer can get advice on how to apply the product and can try different products. 2. Qualitative Objectives (Long-term) To do the entire selling job. Hence, the sales volume objective should also be explained. The salesmen aim to inform and encourage the customer to buy, or at least try the product. For instance, selling may be used for the purpose of simply delivering information. You can browse online for a minute — or ten — and it’s still very unclear. Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. The basic objectives of marketing communication have been reduced to three more meaningful directives: (a) to communicate, (b) to compete, and (c) to convince. He must satisfy the consumers not only by selling products but also provides knowledge and assistance to satisfy the needs of consumers. Personal selling reaches the goal of marketing effort i.e., to increase profitable sales. Promotion of sales: The ultimate objective of personal selling is to promote sales by convincing more and more customers to use the product. Although sales people in different companies perform similar duties and have similar responsibilities, they have to adopt different strategies and policies for their varied selling objectives. 10. It is therefore the aim of the researcher in this study which of the was conducted in Anambra Motor manufacturing company ANAMMCO Enugu to focus on the following activities. The main purpose of personal selling is to sell the goods to their ultimate buyers by bringing right goods and services into contact with right customers. Preapproach Gather information and decide how to approach the prospect Information sources include personal observation, other customers, and own salespeople. The Elec company sellers should promote the products via their attitude, authority product knowledge and peripheral. To collect and report market information of interest and use to company management. Privacy Policy 8. If you disable this cookie, we will not be able to save your preferences. 2. Sales management covers planning and organizing person­al selling activities. Integrating personal selling with other marketing communication elements may seriously affect that salesperson's job. The long-term objectives, which are more or less permanent, are broader. Personal selling is where the business use people to sell their product after summit in the flesh with the customer. Time Management Work without any distractions in … Further, personal selling offers an opportunity to develop a tangible personal rapport with customers that can go far toward building long-term relationships. To assist the dealer in selling the product line. Apart from these qualitative objectives mentioned above, certain quantitative objectives are also assigned, known as short-term objectives, to personal selling, and they are: 2. Learning Objectives. Each objective comprises specific, measurable action items that help salespeople make sure individual and team-wide goals are achieved. Table 2 Stages and objectives of the personal selling process STAGE OBJECTIVE COMMENTS Prospecting Search for and qualify prospects Start of the selling process: prospects produced Personal selling has two types of objectives-long-term and short-term. Soft Selling . Selling is generally one of the most persuasive forms of promotion a company has. 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