Untitled Quiz

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.