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Strategies of personal selling
Personal selling
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Personal Sales
Personal sales are the deliverance of a specially designed message to a prospect consumer by a seller; usually it comes in different forms such as face-to-face communication, personal letters, or a personal telephone conversation. Unlike advertising, a personal sales message can be more specifically targeted to individual prospects and easily altered if the desired behavior does not occur. However Personal selling is far more expensive than advertising and is generally used only when its high costs can be necessary. For example, the marketing of a complicated computer system may require the use of personal selling, while the introduction of a new product to millions of consumers would not. Ideally, personal selling should be supported by advertising to support its impact.
Personal selling is one part of companies promotion mix, beside the advertising, sales promotion, and public relations, Where advertising is whichever form of paid sales presentation that is not done face-to-face. Such as Television and Radio commercials, magazine and newspaper advertisements.
When to use personal sales:
In general, if a product has a high-end component value and requires a manifestation of its benefits, it would be appropriate for personal sales. For example, an encyclopedia is a high-priced item where most people feel that they don’t need it especially now with access of internet. After a demonstration, however, most people agreed it would be a useful item to have. Therefore, encyclopedias are well suited to a promotion mix that requires personal selling. Highly technical products, such as computers and copiers, are also mainly sold through personal sales methods. Products that involve a trade-in, like automobiles, and real estate would be usually handled through personal selling to help ease the process. Finally if a company cannot afford a mass-advertising campaign might think about personal selling as an alternative to advertising.
Types of Sales Positions:
I thought it would be good to include the position so you can visualize some of the types of personal sales:
• Driver-salesperson: simply delivers the product and has little selling responsibilities.
• An inside order taker: such as a sales clerk in a retail store or a telephone representative, it requires some selling skills.
• An outside order taker goes to the customer's place of business to take orders. Some selling skills are required mainly to establish new accounts.
The sales department would need information such as prices of products so that they can inform customers. They would also need to know if certain stock is available before talking to customers about that product. Marketing This function of the business is responsible for identifying the needs of customers and fulfilling the customer desires profitably. In other businesses sales and marketing may be combined into one department but
Finally, personal selling should be considered for its campaign because John Lewis sells electrical goods, such as TV, iPad and camera. When a customer tends to buy a digital product such as digital camera, a personal seller would enable to show how to use it and give more pro-advices to them. Therefore, John Lewis could consider combining advertising and personal selling to maximum the effect of the campaign in next time.
help that customer find the product or service that caters to their needs and wants. Along with that,
Once samantha pinpoints her target market, she will have a broader idea to reach them, but most businesses use a mix of advertising, personal selling and sales promotion to promote their
This article, which was published in The New York Times on Sunday, November 12, discusses the American Medical Association’s recent plans to pull out of a deal that it had originally signed with the Sunbeam, Corp. and has signed a new deal to sell its subscription and membership list to a database marketing firm.
One of the first steps in presenting is deciding what products to sell. This is the step comes after learning what the customer’s intended use of a product is. A salesperson should be able to ick products off of the customer’s intentions. For example, if a customer says they are going to use a swimming suit to go surfing in, a salesperson needs to find a swimming suit that is comfortable and durable. The salesperson should find a swimming suit that is medium-priced. From there, the salesperson should be able to move up or down price ranges based on the customer’s reaction. As the salesperson continues his/her sales pitch, he/she should show no more than three swimming suits to the customer. Although, if the customer does show interest and would like to see more than three, the salesperson should put away the first three swimming suits. While showing the swimming suit, the salesperson should display and handle the product. For example, the swimming suit may be dressed on a mannequin or displayed on a shelf and the salesperson may gesture to it to show the significant features. The salesperson should also demonstrate the products to the customer. For example, to show durability, a salesperson can soak the swimming suit in water then stretch the swimming suit. Using sales aids is another presentation tactic. A sales aid is used when it is impractical to demonstrate the actual product of when
Once the target market has been identified it is important to develop a marketing strategy. In today's fast paced, information overloaded society; conveying a message about a product seems to be more difficult than ever. The consumer is bombarded with advertising everywhere they look. Today advertising not only exists on television, radio, magazines, and newspapers, it can be found on billboards, park benches, in our mailboxes, on buses, taxis, at sporting events, and on clothing.
When you are trying to sell a product or service to someone, there are certain steps you need to take to insure you give the best sales presentation possible, thereby increasing your chances of making the sale. The first thing you need to do is acquire knowledge. You need to know about your product, the company you work for, and the customer you are going to attempt to sell to. After you have done that the next step is to figure out who your prospect is. In order to do this you need to decide who would benefit the most from purchasing your product. After the prospect has been identified, you need to figure out which features, advantages, and benefits you are going to share with them to entice them to make a purchase. After you have done
For my experience in this field I went in and interview my dad and asked him about something’s that he does around the office and what the big part of his job is and he explicated. I found out that there are very high risks in this job because you are handling people’s money, when sometimes this is the customer’s whole life savings going into your hands to try to make money. This would work well with me because I am very good with numbers which, leads to being really good in math. From the interview I also learned that you have to be a people’s person because most of the job is trying to get people to let you handle their most in return for a commission or a part of the money that will be made. I learned that this job will be me sitting at a desk for most of the day and sometimes sitting down with old customers or new customers deciding what route they want to take with their money. I liked that my dad is very dexterous or skillful.
The first way, businesses express their ways of marketing in the 20th century is through social media and expressing interest in people 's hobbies. It has been recorded by the "Forrester research" all ads trading trafficking on exchanges, which increased about "17.5% to about 629 billion impressions in 2012, from 535 billion in 2011" (Vega, Tanznia). This fact shows how much the Internet has blossomed and started a revolution of different ways marketing can be portrayed to people outside of the area of where your business is located. As a business you can have your ad posted on a website for a lower charge than you would if you wanted to pay for a billboard for a lease. The cost of advertising o...
Two recommendations for promoting direct-sales through consumer and the business; One is to offer incentives to its customers and second is to motivate the business to promoting its products by advertisements, establishing sales competition for employees, participating in conventions, and by endorsing franchise of its products to retail stores.
Sales forces drive revenue for their employers by actively seeking out and engaging customer prospects. Sales can be described as the most personal branch of the marketing function, as salespeople often work directly with customers, either face to face, over the phone or in online sales chat. Sales force objectives and strategies are mainly concerned with boosting companies' top-line revenue growth but may also strive to reduce marketing costs and increase profitability.
Marketing and selling are synonymous but there exists a difference between the two concepts. It is very necessary for the marketing team to clearly understand the difference between marketing and selling. Selling is the transferring of goods and services to customers. On the other hand includes all the activities associated with product planning, pricing, promoting, and distributing a product or a service. The following are more differences between selling and marketing;
A business pitch is basically intended to be either an acquaintance of a product with a crowd of people who knows nothing about it, or an illustrative extension of a product that a group of people has communicated with the product. In spite of the fact that an effective deals pitch will leave few inquiries unanswered, the moderator must have the capacity to answer any inquiries that emerge as a consequence of provoked interest among their consumers. Regardless of the fact that a business pitch is conveyed viably, the moderator must be arranged to defeat any snags that may evade the end of the deal (Solomon, et al., 2010).
A sales manager has many responsibilities such as spreading product to customers, setting sales areas, goals, and analyzing sales data (“Sales Manager” What’s para. 1). Although a sales manager performs many duties, people in this position will also set a sales goal for the year, and will build a sales outlook on what they will do in the upcoming years (“Sales Manager” Sokanu para. 1).A person in this position will also manage where the goods and products their company will be distributing by giving certain sales area where a salesman will work and sell the product (“Sales Manager” Sokanu para. 2). During work time, a sales manager may be asked to hire and train a new salesman added to his team (“Sales Manager” Sokanu para. 3). Occasionally, a sales manager will interpret sales statistics in a specific area when looking where to assign certain salesman to a sales territory (“Sales Manager” Sokanu pa...