Note that personal selling in not only important to sell the products, but also to create permanent customers. 3. Specifically, this study compares two direct selling firms who use or have used salespeople as their primary means of selling products. Personal Selling Marketing management also involves the ongoing activities of selecting, training, deploying, supervising, motivating, evaluating and controlling of sales representatives. Share Your Word File Personal selling is the process of communicating with a potential buyer (or buyers) face-to-face with the purpose of selling a product or service. Sales are the major source of revenues to a business. Importance of Personal Selling – Aquila East Africa. He settles terms and conditions such as payment, delivery etc. Importance of Personal Selling – To Introduce a Product to the Customers, to Create New Wants and to Maintain the Demand and a Few Others, Importance of Personal Selling – For a Business Firm, Customers and Society, Importance of Personal Selling – Benefits to the Business, Customers and Society, Importance of Personal Selling – Eliminates Ignorance, Increases Sales Volume, Assists Customers, Increases Customer Satisfaction and Helps in Finding Prospects, Importance of Personal Selling – Importance to Businessmen, Customers and Society, Importance of Personal Selling – Personal Interaction, Quick Response, Increases in Sales Volume and Easy Customer Assessment, Importance of Personal Selling – Services to Consumers, Services to Producers and Services to the Society, Importance of Personal Selling – From the Consumer and Businessman Perspective. Firstly personal selling is the costliest method of promotion. Content Filtrations 6. In this way it adds more value to the society at large and to business in particular. The situations or the conditions favouring personal selling can be lumped into four broad categories … Slightly over 45 percent of them are women. Personal selling is a face-to-face sales presentation to a prospective customer. Personal Selling and Qualities of a Good Salesman, Personal Selling: Objectives and Features, Sales Process: 8 Steps of Sales Process (With Diagram). Induces Customers C. Importance to Society – 1. Modern salesmanship plays an important part in the present day world. The product must fit to the needs of buyers; 5. Personal selling is important not only for businesses but also for customers and society. About 6.5 million people are engaged in personal selling in the United States. This paper examines the role and importance of the salesperson in the distribution channel and salesperson access to the customer as a means of achieving competitive advantage. Plagiarism Prevention 4. The sales staff kept for this purpose identifies opportunities to build a fresh customer base. Personal selling is an important element of promotion mix and an effective promotional tool. Involvement in the decision process. The importance of the personal selling is three fold i.e., the benefits which it provides to business; customer and society. (iii) Career opportunities – Direct dealing with customers makes personal selling an interesting and satisfying job. It can meet personal expectations of buyers. Selling is one element of marketing, which is the process of developing a product or service offering, communicating the benefits through promotions and managing the ongoing exchange of value with targeted customers. He may change the offer under different situations. Personal selling as a promotional tool performs different roles to different parties when necessary. Customer can actively involve with salesman to solve his doubts and objections. Salesman can provide necessary information to customer about company’s offer, and also can collect information from customer. Importance of Personal Selling to Society. This will improve the competitive strength of the organisation. It benefits all parties, including customer, salesman, and company. The Importance of Personal Selling Personal selling is a process in which an individual salesperson works one-on-one with a customer to try to match a product to her needs. Researches have shown that Indians do not believe in reading and’ following instructions of any kind. It helps in restoring company image and reputation in market. Thus the needs and buying habits of people are different, hence, it is not possible to have a mass marketing approach and have a universal mode of promotion like advertising. Selling … It provides following specific benefits to a society: (i) Converts Latest Demand – Personal selling converts the latest demand into effective demand. Personal selling is a promotional method in which one party uses skills and techniques for building personal relationships with another party (e.g., those involved in a purchase decision) that results in both parties obtaining value. It is the only promotional tool which results in actual sale there and then. Below are few Personal Selling Strategies Call Rates If the intensity of competitive rivalry is high in the industry, salespersons involved in Sales representatives are fully aware of the product features and usage. The stages in personal selling … What is Personal Selling?We all know, or at least have an impression, of what personal selling entails. Importance to Society. This helps to establish a strong long term relationship between the sales person and the customer and enables free communication. Many companies enjoy a strong position in market only due to effective personal selling. It is essentially for the accomplishment of the selling function which is at once the most difficult and the most important of the marketing functions and the smooth working of the economic order depends upon a continuous flow of commodities from producer to consumer, a flow which could not and would not be maintained under modern industrial conditions, without the exercise of selling efforts. They are. Role of personal selling as a tool of direct marketing:-There are a large number of definitions of personal selling in literature. The company do not go for advertisement. Personal Selling Strategies Personal selling strategies should be derived from the marketing strategy and should be consistent with other elements of marketing mix. Personal selling is directly or indirectly related to all phases of business world. Thus, it gives opportunities in career advancement, provides security, respect, variety and independence in working. Under the retail channel, a sales person interacts with potential customers who come on their own to enquire about a product. Product Standardization – It increases product standardization and uniformity in consumption pattern in the diverse society. The salesperson thus acts as a link between a business firm and its customers. They also help the customers to know how these needs and wants could be satisfied. Advertising acquaints potential customers with a product and thereby makes personal selling easier. Importance to Customers. (b) Price stabilization – Personal selling play an important role in maintaining equilibrium between the demand and supply of products and thus, reduce the fluctuations in price. This helps to have repeated sales and achieve objectives of business. Customer retention is the result of sharing content, communicating directly and working on addressing the specific issues or concerns that prospects have. They personally try to reach the customers at their place and convince them into buying the product. The importance of the personal selling is three fold i.e., the benefits which it provides to business; customer and society. Marketing, Products, Promotion Mix, Elements, Personal Selling, Importance of Personal Selling. However, television demonstration is much limited. He informs them of new products and explains to them how best they can use these products. Personal selling, being flexible in nature, involves individual and personal communication where a salesman can tailor his sales presentations to fit needs, motives and attitudes of prospective customers. Personal selling is essential to sell anything that requires persuasion of the … (iii) He creates more and more regular demand thus makes planned and regular mass production possible. This helps to position the product easily before the customers. Share Your PDF File Employment – It provides greater income and employment opportunities to the unemployed youth of the society. As we will discuss, the advent of controlled word-of-mouth marketing is leading to personal selling becoming a useful mechanism for introducing consumers to new products. Personal Selling Basics A. When you are selling high-value products like cars, it is important that the customer trusts not only the product but the seller also. The salesperson can explain the merits of the product to the customers. He gives them opportunity to make more enquiries about his product. A salesman finalises the deal. Personal selling costs can be controlled by adjusting the size of the sales force (and resulting expenses) in one-person increments. Salespeople may learn about competitors' products, for example, or about emerging customer needs that may lead to the development of a new product. Copyright 10. 4. This is possible in personal selling. 5. 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