Managing Human Resources and Labor Relations, 62. (Attribution: Copyright Rice University, OpenStax, under CC BY 4.0 license. Following up on the sale: The salesperson’s job isn’t over when the sale is made. Personal selling plays a very important role in the marketing of goods and services. The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Personal selling plays a very important role in the marketing of goods and services. Advantages of Personal Selling It is two-way communication. Trends in Entrepreneurship and Small-Business Ownership, VI. Participating in the Global Marketplace, 23. Presenting and demonstrating the product: The presentation and demonstration can be fully automated, completely unstructured, or somewhere in between. The result is that that sales presentation turns out to be just a preliminary, nonbinding round. Jones, may I write up your order?” One of the best techniques is to act as though the deal has been concluded: “Mr. Personal Selling offers the following compensation. The Importance of Personal Selling Lower Marketing Investment. (iv) Consumer Attention: The level of customer attention and interest can easily be assessed under personal selling. Roles and importance of personal selling. Firstly personal selling is the costliest method of promotion. Personal selling can be directed only to qualified prospects. Building relationships is an absolute essential for the long-term success of a business strategy. Using Technology to Manage Information, 114. Public Relations Helps Build Goodwill, XIII. most important part of marketing communications in business to business marketing. There are two main parts of this definition: How Environmental Factors Determining Choice of Channels? Trends in Human Resource Management and Labor Relations, 79. Using Financial Information and Accounting, XV. Who determines customer value. 84. In today’s business world, in which relationships are most important for long-term sales, canned or structured presentations are not well received, nor do they support the idea of building a great bond with the customer. Each detail must be carefully checked to ensure that the equipment is exactly what was ordered. Protecting Computers and Information, XIV. The reason behind setting personal selling objectives is to make decision on sales policies and personal selling strategies, which helps in promoting the product. 83. After the product is delivered to the customer, the salesperson must make a routine visit to see that the customer is satisfied. Personal selling is when a company uses salespersons to build a relationship and engage customers to determine their needs and attain a sales order that may not otherwise have been placed. Making Ethical Decisions and Managing a Socially Responsible Business, 12. The sales presentation is adjusted according to the requirements of the customer. Often employed in business, the “higher authority” objection is frequently used when one of the parties says, “This agreement looks good, but I’ll have to run it by my committee” (or wife or any other “higher authority”). Threats and Opportunities in the Global Marketplace, 24. Inquiries are also known as sales leads. For example, a visit to a business cus-tomer is far more expensive than sending an email. Some companies supply salespeople with prospect lists compiled from external sources, such as Chamber of Commerce directories, newspapers, public records, club membership lists, internet inquiries, and professional or trade publication subscription lists. It is an important marketing implement for small businesses, mainly those that sell complex or high-value products and services to other businesses, rather than consumers. The step that follows that of lead generation is to further analyze your … Repeat sales over many years are the goal of professional salespeople. The situations or the conditions favouring personal selling can be lumped into four broad categories … 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. How Organizations Influence Ethical Conduct, 13. Managing a Socially Responsible Business, 15. Persuading prospects to... Interaction. Since it is an interactive form of selling, it helps build trust with the customer. Trends in Financial Management and Securities Markets, 147. Small Business: Driving America's Growth, 42. The most significant strength of personal selling is its flexibility. 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