Sale Management Lesson 2: Face-to-Face Selling

Study Notes

Person-to-person selling involves direct communication between seller and buyer, facilitating individual behavior analysis.
Aims to match the right product with the right customer, considering brand preferences and negotiation dynamics.
Integral part of the communication mix, which includes advertising, sales promotions, public relations, direct mail, and exhibitions.
Major task in personal selling is to persuade the buyer and provide solutions to their problems.

Communication Strategies: Engage in dialogue similar to media channels to effectively convey messages.
Persuasion Strategies: Highlight product benefits and address customer objections to facilitate sales.
Negotiation Strategies: Act as a consultant by identifying customer problems and proposing appropriate solutions.

Team Selling: Collaborative selling effort involving multiple team members.
Selling Through the Internet: Exploits the borderless nature of online sales, reaching a global audience.
Telemarketing: Outbound calling strategy targeting both current and prospective customers.

Inside Order Takers: Handle orders within the company, focusing on internal sales rather than external outreach.
Delivery Sales People: Deliver products directly to customers, collecting payment at the time of delivery.
Outside Order Takers: Visit customers to take orders; increasingly rare due to digital alternatives.
Missionary Sales People: Support role, particularly in sectors like pharmaceuticals, providing information to healthcare professionals without direct sales.
Technical Support: Assist frontline sales personnel by providing critical product information.
Order Getters: Actively persuade customers, playing a crucial role in generating direct purchases.
Merchandisers: Support retail and wholesale operations by advising on product placement, promotional activities, and stock management.