Creating awareness, 2. Answering queries, 4. To assist in training of middleman’s sales personnel. It is a Part of promotion mix: personal selling is part of promotion mix, or the communication mix in the company’s marketing program. This website uses Google Analytics to collect anonymous information such as the number of visitors to the site, and the most popular pages. 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 serve the existing customers. 3. He should possess the ability to convert needs into wants. To do the entire job. To do the complete selling job when there are no other components in promotional mix. To provide technical advice and assistance to customers. Upselling . These are also known as qualitative objectives. READ PAPER. 2. Soft Selling . Copyright 10. To service existing accounts, (customers). Find out more. 6. To assist customers in selling the product line. The long term objectives, which are more or less permanent, are braoder. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. It serves as a bridge between personal selling and advertising. To serve the existing customers. Sales objectives; expected to accomplish within a certain period of time. 6. To collect and report market information of interest and use to company management. Major objective is persuasion, converting consumer interest into sales. Pricing Strategy . 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 These are also known as qualitative objectives. To assist the dealer in selling the product line. If you disable this cookie, we will not be able to save your preferences. 10. To keep personal-selling expenses within certain limits. Personal selling - Marketing aptitude questions Q1. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). 7. Objective selling is about understanding one simple concept: all prospects have objectives. To keep customers informed of changes in the product line. The objectives under this head are: 1. But there are some differences between the two. 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. So it is an educative process. Sales Goals : top » marketing » sales » sales strategy » sales objectives . Ch. Find The Value: 1. To secure and maintain customers’ co-operation in stocking and promoting the product line. Personal selling is where the business use people to sell their product after summit in the flesh with the customer. 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. Advertising differs from personal selling, in the fact that the former is a monolog activity, but the latter is dialogue. Objectives of Personal Selling. Content Filtrations 6. Closing Techniques : Sales Goals : top » marketing » sales » sales strategy » sales objectives . The objectives of personal selling include various points such as:-1. To obtain sales volume in ways that contribute to profit objectives, by selling proper mix of products. 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. 5. Advertising, sales promotion and personal selling ensure the process of selling. 9. NATURE OF PERSONAL SELLING 1. Productivity Get more sleep to improve focus and concentration during the day to get more done. Personal selling uses in-person interaction to sell products and services. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. Privacy Policy 8. Qualitative Objectives (Long-term) To do the entire selling job. 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. 2. It’s hard to give a personal selling definition when there are so many out there. 1. Sales objectives are broad strokes of the brush, like increasing customer numbers or cutting churn. They prepare the sales budget as components of marketing plans, taking in confidence the broad objectives of the marketing department. 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. To change or remove cookies click HERE. This means that every time you visit this website you will need to disable cookies again. Selling one or more products and services is by definition an objective of personal selling. The personal selling may focus initially on developing a relationship with the potential buyer, but will always ultimately end with an attempt to “close the sale” Person-to-person communication with a prospect Personal selling is where businesses use people (the \"sales force\") to sell the product after meeting face-to-face with the customer. Personal selling and salesmanship are used without distinction. Pushing products through Channels, 7. Of the three personal selling is more important. 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. Personal selling has two types of objectives-long-term and short-term. Below are few Personal Selling Strategies Call Rates If the intensity of competitive rivalry is high in the industry, salespersons involved in 4. Personal Selling Examples . 7. The objectives can also be quantitative if they are short-term and it could be adjusted from one promotional period to another. A good example of personal selling a bank representative goes to the needs, motives, and most. Include various points such as your improvement as a bridge between personal objectives... Sales person s reaction to a sales approach and immediately adjust the manner which... 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