(i) Attracting the Prospective Customers: The major objectives of salesmanship are as follows: To maintain customer satisfaction, the sales person should follow up after a sale to be certain that the product is delivered properly and the customer is satisfied with the result. At several times in a presentation the sales person may to gauge how near the buyer is to closing. Many sales people lose sales simply because they never asked the buyer to buy. These may take more time, but still may be overcome. In a sales presentation many objections can be dealt with immediately. The primary value of personal selling lies in the sales person’s ability to receive and deal with potential customers’ objections to purchasing the product. The sales presentation is a detailed effort to bring the buyer’s needs together with the product or service the sales person represents. Prospective buyers predetermined, by evaluating (1) their potential interest in the sales person’s products and (2) their purchase power.īefore approaching the potential buyer, the sales person should know as much as possible about the person or company.ĭuring the approach, which constitutes the actual beginning of the communication process, the sales person explains to the potential customer the reason for the sales, possibly mentions how the potential buyer’s name was obtained, and gives a preliminary explanation of what he or she is offering. Sales people can find potential buyers, names in company records, customer information requests from advertisements, telephone and trade association directories, current and previous customers, friends, and newspapers. The effort to develop a list of potential customers is known as prospecting. The process of personal selling includes prospecting and evaluating, preparing, approach and presentation, overcoming objections, closing the sale and a follow up service. It develops a deep personal relationship apart from the selling relationship with the buyers and customers. It persuades the customers instead of pressurizing him. It is a face to face communication between buyer and seller. ![]() The main features of personal selling are: Basically the essence of personal selling is the interpretation of products and services benefits and features to the buyer and persuading the buyer to buy these products and services. ![]() The result of such interaction depends upon how deep each has gone into one another and reached the height of the common understanding. Personal selling is a different form of promotion, involving two way face-to-face communications between the salesmen and the prospect. Stanton, “Personal selling consists in individual personal communication, in contrast to mass relatively impersonal communication of advertising sales promotion and other promotional tools”. It is basically the science and art of understanding human desires and showing the ways through which these desires could be fulfilled.Īccording to American Marketing Association, “Personal selling is the oral presentation in a conversation with one or more prospective purchasers for the purpose of making sale it is the ability to persuade the people to buy goods and services at a profit to the seller and benefit to the buyer”. It is effective because there is face to face conversation between the buyer and seller and seller can change its promotional techniques according to the needs of situation. It is the most effective and costly promotional method. Personal selling is an act of convincing the prospects to buy a given product or service. Role and Importance of Personal Selling. ![]() Self-esteem arises from reaching out for difficult but achievable goals.In this article we will discuss about:- 1. Web-based simulations can generate insights not readily achievable by other means. ![]() This agreement is a remarkable achievement from both a scientific and a social perspective. No significant differences in academic achievement were found. achievement noun a thing that someone has done successfully the act or process of achieving something An accurate estimate of their numbers is difficult to achieve. Woodward concludes that economic policy broadly failed to achieve its goals of low unemployment and low inflation. Leaders are truly effective in achieving organizational objectives only when they are motivated by a concern for others. achievable goals opposite unachievable AWL Collocations achieve achieve verb to succeed in reaching a particular goal, status, or standard, especially by making an effort for a long time Adjective Profits of $20 million look achievable.
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