Personal Selling Personal Selling can be defined as the process of person to person communication between a salesperson and a prospective customer in which the former learns about the latter’s needs and seeks to satisfy those needs by offering the prospective customer the opportunity to buy something of value, such as goods or a service. It contacts the concerned persons in person and hence it is more effective. Explain personal selling; Personal Selling: People Power. The most significant strength of personal selling is its flexibility. Sales objectives are broad strokes of the brush, like increasing customer numbers or cutting churn. 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. Productivity Get more sleep to improve focus and concentration during the day to get more done. Before publishing your articles on this site, please read the following pages: 1. A short summary of this paper. Objectives of the personal selling: personal selling has two types of objectives - long termand short term. To assist in training of middleman’s sales personnel. To provide technical advice and assistance to customers. What is Personal Selling? Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques to build personal relationships with another party (e.g., those involved in a purchase decision) that results in both parties obtaining value. Privacy Policy 8. 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. The long term objectives, which are more or less permanent, are braoder. He must maintain lasting relations between the firm and its customers. A Five Stage Personal Selling Process. Upselling . Personal selling is a broader concept. To keep personal-selling expenses within certain limits. Personal selling has over the years been has over the years been seen as the bedrock of a company’s success which helps to generate more funds for company’s operation. Learning Objectives. Objectives of the personal selling: personal selling has two types of objectives - long termand short term. Personal Selling-Objectives: (Qualitative): 1. 6. Feedback helps in taking timely corrective action and in avoiding mistakes. To search and maintain customer cooperation. 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. 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. Further, personal selling offers an opportunity to develop a tangible personal rapport with customers that can go far toward building long-term relationships. 4. The Personal Selling Project ... is the pursuit of scholarly activity free from fraud and deception and is an educational objective of this institution. Download Full PDF Package. 9. Each stage of the process should be undertaken by the salesperson with utmost care. (e.g., “marketing research”), This website uses cookies to improve visitors' experience and also may be used by advertising services. salesperson) uses skills and techniques for building personal relationships with another party is personal selling, here both parties obtain value. The American Marketing Association defines the term salesmanship as “the personal or impersonal process of assisting and/or persuading a prospective customer to buy a commodity or service and to act favourably upon an idea that has commercial significance to the seller.”. 2. In fact, sales managers set their personal selling objectives and formulate the personal selling policies and strategies. They prepare the sales budget as components of marketing plans, taking in confidence the broad objectives of the marketing department. This may work out well if the small business owner has a sales background, but what if he has not been trained in sales, and doesn't have a solid grasp on the finer points of selling?. To do the entire job. 1. Therefore, objective selling can apply across 100% of your target market. To change or remove cookies click HERE. UNIT I 1 Introduction to Personal Selling. One objective of personal selling aligns closely with other promotional techniques, including advertising and public relations. Personal Selling Examples . Each person is contacted by face to face conversation. This website uses Google Analytics to collect anonymous information such as the number of visitors to the site, and the most popular pages. To obtain sales volume in ways that contribute to profit objectives, by selling proper mix of products. Objectives of Personal Selling. Great examples include cars, office equipment (e.g. UNIT I 1 Introduction to Personal Selling. If you need assistance with writing your essay, our professional essay writing service is here to help! 5. Students are required to use their intelligence in order to explain the points) 1. Most students in this class will have been employed as a sales person. Sales objectives are goals that are used to define sales strategy, performance management and incentives. 2. Copyright 10. The following are illustrative examples of personal goals. (Although Nature, objectives, functions are different things, these points can be explained with regard to all three. Creating awareness, 2. Hence, the sales volume objective should also be explained. This is done through advertising, personal selling, sales promotion, and/or public relations. 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. Personal selling is a part of a company’s promotion mix, beside with public relations, sales promotion, and advertising. Personal Celling influences the buyers to buy a product. Apart, typically, considerable weight has been put upon the importance of the art of persuasion a necessary characteristic of good selling. The long-term objectives, which are more or less permanent, are broader. This is accomplished by salespeople who genuinely take interest in prospects, listen to their needs and make honest product or service recommendations that best match. … Bridge between advertising and personal selling . The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. 3. Personal Selling . Principles of effective communication are intended to achieve this … To handle the sales personnel of middlemen. Today, personal selling involves the development of longstanding client relationships. In personal selling a bank representative goes to the customers and explains the scheme to the customers. To “serve” existing accounts {i.e., to maintain contacts with present customers, take orders etc.). Personal selling is where the business use people to sell their product after summit in the flesh with the customer. To further comprehend the difference between advertising and personal selling, take a read of the article given below. These are also known as qualitative objectives. These are also known as qualitative objectives. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. Many small business owners don't have a dedicated sales team and take on the role of sales themselves. ... CRM and Personal Selling. 3. Sales promotion secures the following objectives: 1. Image Guidelines 5. These may be developed from different perspectives such as your improvement as a professional, student or person. To secure and retain a specified share of the market. The basic objectives of marketing communication have been reduced to three more meaningful directives: (a) to communicate, (b) to compete, and (c) to convince. PART OF PROMOTIONAL MIX: Personal selling is a part of promotional mix, or the communication mix, in the company's marketing program. Personal selling reaches the goal of marketing effort i.e., to increase profitable sales. The long term objectives, which are more or less permanent, are braoder. Personal selling uses in-person interaction to sell products and services. 4. To assist customers in selling the product line. It is a Part of promotion mix: personal selling is part of promotion mix, or the communication mix in the company’s marketing program. Cookie information is stored in your browser and performs functions such as recognizing you when you return to our website and helping us to understand which sections of the website you find most interesting and useful. Learning Objectives. Time Management Work without any distractions in … Advertising differs from personal selling, in the fact that the former is a monolog activity, but the latter is dialogue. 10. 7. To secure a given percentage of certain accounts’ business. 2. Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings. 6. It serves as a bridge between personal selling and advertising. The main reason for this is that banking is a service in which trust plays a very important role. READ PAPER. To provide service to the existing customers and try to maintain contacts with the present customers. Major objective is persuasion, converting consumer interest into sales. To collect and report market information on interested matters to company management. Personal selling is a greatly distinctive form of promotion. Promotion of sales: The ultimate objective of personal selling is to promote sales by convincing more and more customers to use the product. Personal selling is the most expensive form of advertising and to be effective one should use a step by step process to gain the most benefit. 4. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). Sales objectives; expected to accomplish within a certain period of time. Objective selling is about understanding one simple concept: all prospects have objectives. Students are required to use their intelligence in order to explain the points) 1. Establish Salesforce objectives Similar to other promotional objectives Demand oriented or image oriented. A customer can get advice on how to apply the product and can try different products. 1. 3. Prohibited Content 3. 2. Personal Selling means the performance of actual selling activity. The salesmen aim to inform and encourage the customer to buy, or at least try the product. 2. He should possess the ability to convert needs into wants. Persuading prospects to make purchases is a common objective of sales. Sales promotion consists of those activities other than personal selling, advertising and publicity. Each objective comprises specific, measurable action items that help salespeople make sure individual and team-wide goals are achieved. 1. The Elec company sellers should promote the products via their attitude, authority product knowledge and peripheral. Finally, personal selling is the only method that secures immediate feedback. The purpose of personal selling is to bring the right products into contact with the right customers, and to make certain that ownership transfers take place. Disclaimer 9. To do the complete selling job when there are no other components in promotional mix. This objective plays a very perfect role … 4. Get Help With Your Essay. 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. 3. At a high level, here is the 10-step process to objective selling. The Best Answer. 2 To serve the existing customers. 8. Personal selling happens when companies and business firms send out their salesmen to use the sale force and sell the products and services by meeting the consumer face – to – face. To provide technical advice and assistance to customers (as with complicated products and where products are specially designed to fit buyers’ specifications). Introduction of new products. Keeping this cookie enabled helps us to improve our website. KnowThis.com uses cookies so that we can provide you with the best user experience possible. 18 - Sales Promotion and Personal Selling Sales promotion- Marketing communication activitties, in which a short-term incentive motivates consumers or members of the distribution channel to purchase a good or service.immediately, either by lowering the price or by adding value. The first step of the personal selling process is called ‘prospecting’. Soft Selling . To obtain sales volume in ways that contribute to profit objectives. Plagiarism Prevention 4. Products with relatively high prices, or with complex features, are often sold using personal selling. v. Supply of Information: Personal selling provides various information to the customers regarding availability of the product, special features, uses and utility of the products. It involves individual and social behaviour. The long-term objective of personal selling is building relationships to prevent customer attrition, increase repeat business and promote word-of-mouth referrals. To do the entire job. Personal Selling: Personal selling is found to be one of the most effective and popular form of promoting bank business. Personal selling creates product awareness, stimulates interest, develops brand preferences, negotiates price etc. To serve the existing customers. 5. To keep the personal selling expenses within specified limits. 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. Scope and Importance of Personal Selling In the US, 14 million people are employed in sales positions, according to the department of labor. A human need may change into human want but because of salesmanship. Personal selling can adjust the manner in which facts are communicated and can consider factors such as culture and behaviour in the approach. However, getting a customer to purchase a product is not always the objective of personal selling. The first step of the personal selling process is called ‘prospecting’. The personal selling strategy is formulated for the attainment of objectives; that is, it is an adaptation of sales policies and personal selling decisions in a particular marketing situation. Personal selling is a promotional method in which one party (e.g. However, getting a customer to purchase a product is not always the objective of personal selling. 5. So a salesman must have the ability to convince the customers so that an interest may be created in the mind of the customers to use that product. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. UNIT I 1 Introduction to Personal Selling. Personal goals are targets for the improvement of an individual. Report a Violation, Importance of Personal Selling (10 Benefits). To serve the existing customers. Advertising, sales promotion and personal selling ensure the process of selling. NATURE OF PERSONAL SELLING 1. 12 Types of Sales Objectives posted by John Spacey, July 06, 2017. Personal selling has two types of objectives-long-term and short-term. There are many steps involved in the process of personal selling: prospecting, pre-approach, approach, sales presentation, handling objectives, and follow up. What Is Personal Selling? The objectives under this head are: 1. Personal selling and salesmanship are used without distinction. Thus he must have the ability to learn and ability to communicate expert knowledge, in which he deals. 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 secure and retain a certain share of the market. Objectives of Personal Selling: The major objectives of salesmanship are as follows: (i) Attracting the Prospective Customers: The first and foremost objective of a salesperson is to attract the attention of people who might be interested to buy the product he is selling. Salespeople match the benefits of their offering to the specific needs of a client. The following variables should be considered while formulating sales strategy. Personal selling is used to meet the five objectives of promotion in the following ways: To search by phrase enclose terms in quotations marks. 3. A good example of personal selling is found in department stores on the perfume and cosmetic counters. Objectives of Personal Selling 1.Creation of Demand 2.Handling Objectives 3.Exploring Hidden Words 4.Educating Customers 5.Building Relationships 6.Providing Feedback 9. Nature, Scope and Objectives of Personal Selling 2. To persuade the customers-The personal selling is an art of persuasion in this salesperson persuade and insist on the customer to buy the product. Main Steps in the Personal Selling Process. The new type of salesman has to play an important role in the total marketing process. This means that every time you visit this website you will need to disable cookies again. The following are some of the objectives of personal selling −. vi. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. Lesson 1: Objective and scope of personal selling Learning objectives • To know the broad objectives of sales management • Definition of sales management • How a Sales executive acts as a coordinator • To know about personal selling In this lesson we will study about an overview of Sales Management. Sales management covers planning and organizing person­al selling activities. The long-term objectives, which are more or less permanent, are broader. Personal Selling . Pricing Strategy . Key Takeaways Key Points. They are usually long-term goals, made up of shorter-term steps. Importance of Personal Selling 1.Benefits to consumers 2.Benefits to company 3.Benefits to society 10. The objectives under this head are: 1. 3. A salesperson can gauge the customer’s reaction to a sales approach and immediately adjust the message to facilitate better understanding. To provide advice and assist the middlemen. 7. If you disable this cookie, we will not be able to save your preferences. Selling one or more products and services is by definition an objective of personal selling. To secure and maintain customers’ co-operation in stocking and promoting the product line. The quantitative personal selling objective is related to sales volume objective. Prospecting. Upselling . 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. Both advertising and personal selling are two major elements of promotion mix, which is employed by the organization to reach communication objectives. 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 5. 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