personal selling

Examples of personal selling in the following topics:

• Value of Personal Selling

  • The most significant strength of personal selling is its flexibility.
  • Personal selling also minimizes waste effort.
  • A final strength of personal selling is the multiple tasks the sales force can perform.
  • High cost is the primary disadvantage of personal selling.
  • Another weakness of personal selling is message inconsistency.

• Personal Selling

  • Marketing impacts personal selling and improves the selling environment by increasing exposure to potential customers.
  • To be successful in personal sales, the salesperson must understand how to sell to the needs of a customer.
  • Psychologist Abraham Maslow created a Hierarchy of Needs that offers useful information for personal selling.
  • At the core of personal selling is the human exchange between buyer and seller.
  • Marketing impacts personal selling and improves the selling environment by increasing exposure to potential customers.

• Training Programs

  • Apple extensively uses personal selling.
  • Personal selling is a form of oral communication with potential buyers of a product with the intention of making a sale.
  • Unlike advertising, personal selling has always been task and goal orientated.
  • Training and development is now a key factor used to measure personal selling.
  • Explain how training programs are used to measure the impacts of personal selling

• Defining Personal Selling

  • Personal selling is when salespersons use a process to engage customers and take a sales order that may not otherwise have been made.
  • 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.
  • The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up.
  • Marketing improves the selling environment and plays a very important role in sales.
  • Meeting the customer face-to-face to makes the sales process more personalized.

• Online Sales Promotion

  • Online sales promotion can create personal relationships, channels of communication, and an exchange of information regarding a product.
  • The personal touch often makes all the difference when selling.
  • It adds new meaning to the phrase "cold calling", which refers to a personal selling technique whereby a sales representative contacts people who are not expecting a call or sales pitch.
  • Personal likes, personal experience, email addresses, payment information, and addresses are needed in order to deliver gifts, product samples, free information, or other "value added" items.
  • Discuss on line sales promotion as a sales promotion method and relative to personal selling and sales promotion

• Approach

  • Direct selling is the marketing and selling of products directly to consumers away from a fixed retail location.
  • Direct selling allows salespersons to present, demonstrate, and sell products and services to consumers in an environment that is comfortable to the client.
  • According to the World Federation of Direct Selling Associations, consumers benefit from direct selling because of the convenience and service it provides, such as the personal demonstration and explanation of products, easy delivery, and generous satisfaction guarantees.
  • Solution selling is when the salesperson focuses on the customer's pain and addresses the issue with his offerings.
  • Describe the characteristics and requirements for a sales approach as part of personal selling and sales promotion

• Team Selling

  • Team selling is sometimes used in real estate.
  • When a company decides to use a team-selling approach, there are several factors to consider:
  • Team selling should be used when there is a chance for high sales and profit.
  • Team selling shows clients that a company has more than one person with strong selling capabilities, giving the client a higher comfort level about the company.
  • Some real estate firms use team selling to improve sales and increase customer loyalty.

• Types of Marketing Channels

  • Essentially, a channel might be a retail store, a web site, a mail order catalogue, or direct personal communications by a letter, email or text message.
  • Modern direct selling includes sales made through the party plan, one-on-one demonstrations, personal contact arrangements as well as internet sales.
  • A textbook definition is: "The direct personal presentation, demonstration, and sale of products and services to consumers, usually in their homes or at their jobs. "
  • According to the WFDSA, consumers benefit from direct selling because of the convenience and service benefits it provides, including personal demonstration and explanation of products, home delivery, and generous satisfaction guarantees.
  • They may sell directly to the end users as well as sell to other companies for resale.

• Consultant

  • As a sales person who solves problems, you must begin the sales process by asking questions about your prospect's business, seeking to understand the following:
  • In consultative selling, you must put yourself in the position of the business owner or executive and try to see yourself as being personally involved in achieving the financial results for which he or she is responsible.
  • Once you understand how your prospect's business or department operates, you can then find a way to define what you sell in financial terms.
  • If neither the sales person nor the customer can figure out the rate and speed of return, no sale will take place.
  • While doing this, it is still important to remember to focus more of your selling energies on those clients who can profit the most rapidly from what you sell.

• B2C Channels

  • The seller makes its products or purchases them at a wholesale price, then sells them at a higher (or retail) price to the consumer, thus earning a profit.
  • The consumer uses the products for his or her own personal use and is not interested in reselling the product.
  • communicate and sell it in the fashion that demonstrates its value effectively to the target market
  • There are two main channels for business-to-consumer selling.
  • The other main channel for business-to-consumer selling is e-commerce, or commercial activity conducted via the Internet.