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Questions and Answers

is a personalized sales method that employs person-to-person interaction between a sales representative and prospective customers to influence the customer’s purchase decision

Personal Selling

is a promotional sales technique where a salesperson (1) uses person-to- person communication, (2) to sell an offering, and (3)uses personalized sales strategy,

Personal Selling

Personal selling involves direct contact of the salesperson and the customer.

Uses face to face communication

The purpose of personal selling is to motivate and persuade the customer to purchase the intended offering a detailed explanation or demonstration of the product.

<p>To sell an offering</p> Signup and view all the answers

This strategy involves the salesperson to understand the needs and wants of the customers, develop personalised connections, communicate the value of the offering in a way that persuades the customer to buy the offering.

<p>Uses personalized sales strategy</p> Signup and view all the answers

By educating customers on the company’s offerings and their benefits.

<p>Build Brand and Product Awareness</p> Signup and view all the answers

By identifying and persuading the prospects to buy a business’s offering.

<p>Increase Sales</p> Signup and view all the answers

With the customers by enforcing person-to- person two-way communication.

<p>Building close long-term relationships</p> Signup and view all the answers

of complex, technical, or high-priced items by providing detailed technical information.

<p>Supporting Customers</p> Signup and view all the answers

by helping the customers throughout their decision-making process and guiding them towards the business’s offering.

<p>stimulating the offering's demand</p> Signup and view all the answers

by building long term relationships with the customers over time by meeting them and helping them in their decision-making process.

<p>Reinforcing the brand</p> Signup and view all the answers

receive requests and queries from customers. In simple terms, the customer approaches these salespersons. They usually hold positions like retail sales assistants or telemarketers and focus mainly on determining customer needs and pointing to inventory that meets such needs.

<p>Order Takers</p> Signup and view all the answers

reach out to new prospects and persuade them to make a direct purchase. These are in-field salespersons who bring in new clients to the business.

<p>Order Getters</p> Signup and view all the answers

don’t close the deal, but persuade the customers to promote the business’s offering, leading to sales eventually. For example, a pharmaceutical company reaching out to a doctor to persuade him to prescribe the company’s medicine.

<p>Order Creators</p> Signup and view all the answers

Flashcards

Personal Selling

A sales method using face-to-face interaction to influence customer purchase decisions.

Uses face-to-face communication

A crucial aspect of personal selling, where salespeople interact directly with customers.

Personalized sales strategy

Tailoring sales approaches to meet individual customer needs and desires.

Purpose of Personal Selling

To motivate and convince customers to buy the offered product through detailed explanations or demonstrations.

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Understanding customer needs

A key component of effective personal selling, focused on knowing and addressing customer requirements.

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Building Brand & Product Awareness

Educating customers about the company's products and their benefits.

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Increasing Sales

Persuading prospective customers to buy a company's offering.

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Building relationships

Establishing lasting connections with customers through open communication.

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Supporting Customers

Helping customers with technical issues or high-priced items through detailed information.

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Stimulating Demand

Encouraging customers to buy a product by aiding their decision-making process.

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Reinforcing Brand

Building a stronger brand image through long-term customer relationships.

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Order Takers

Salespersons who handle customer requests and point out products that meet customer needs.

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Order Getters

Salespersons who actively seek new customers and persuade them to make purchases.

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Order Creators

Salespersons who influence potential customers to promote a product, leading to increased sales.

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