Podcast
Questions and Answers
What is personal selling?
What is personal selling?
Personal selling 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 type of advertising that uses mass media.
Personal selling is a type of advertising that uses mass media.
False
The primary objective of personal selling is to generate leads.
The primary objective of personal selling is to generate leads.
False
Which of the following are objectives of personal selling? (Select all that apply)
Which of the following are objectives of personal selling? (Select all that apply)
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Which of the following is a key feature of personal selling?
Which of the following is a key feature of personal selling?
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Which type of personal seller focuses on fulfilling customer requests and queries?
Which type of personal seller focuses on fulfilling customer requests and queries?
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Which type of personal seller is responsible for reaching out to new prospects and persuading them to make a purchase?
Which type of personal seller is responsible for reaching out to new prospects and persuading them to make a purchase?
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What is the role of an order creator in personal selling?
What is the role of an order creator in personal selling?
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Personal selling is a critical element in customer retention strategies.
Personal selling is a critical element in customer retention strategies.
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Study Notes
Personal Selling and Salesmanship
- Personal selling is a personalized sales method using person-to-person interaction between a sales representative and prospective customers to influence their purchase decisions.
- It's a promotional technique where a salesperson uses person-to-person communication to sell an offering and employs a personalized sales strategy.
- Personal selling uses face-to-face communication, involving direct contact between the salesperson and the customer.
Objectives of Personal Selling
- Build brand and product awareness by educating customers about the company's offerings and their benefits.
- Increase sales by identifying prospects and persuading them to buy the business's offering.
- Build close long-term relationships with customers through two-way communication.
- Support customers of complex, technical, or high-priced items with detailed technical information.
- Stimulate demand for the offering by guiding customers through decision-making process.
- Reinforce the brand by building long-term relationships with customers.
Features of Personal Selling
- Human Contact: Person-to-person interaction where the seller directly interacts with the customer.
- Development of Relationships: Building trust between the seller and the buyer, where the prospective buyer can rely on the salesperson.
- Two-way Flow of Communication: Unlike mass marketing, this method involves back-and-forth information flow, allowing buyers to ask questions and clear doubts directly.
- Quick Communication: Due to the direct interaction, the communication flow is faster.
- Flexibility: The salesperson can tailor their sales pitch according to the audience's needs.
- Satisfaction: Understanding customer needs and providing solutions to meet those needs.
- Persuasion: The salesperson uses their power to influence the customer and convince them to take action.
Types of Personal Selling
- Order Takers: Receive requests and queries from customers. They typically focus on identifying customer needs and offering matching inventory.
- Order Getters: Persuade prospects to make direct purchases. In-field salespersons bring in new clients.
- Order Creators: Don't solely close the deal but persuade customers to promote the business's product, eventually leading to sales. For instance, a pharmaceutical representative persuading a doctor to prescribe their product.
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