Personal Selling PDF

174 PersonalSelling MARKITING MANAGEMENT communication with Iersonal selling is oral potential intention of naking a sale. It is the a prduet with the pduct pr...

174 PersonalSelling MARKITING MANAGEMENT communication with Iersonal selling is oral potential intention of naking a sale. It is the a prduet with the pduct promotion. lt helps and encourages Customers oldestbuyerforms ofof to sales purchase of oral presentation. The role of ANds thvugh the use jdentiperfysales,sonnelmeetin, personnel selling. They search, is highh signiicant in customers to 0nmunicate and convince the carry out sales force communicates personal selling. Sometimes with the email. In prospective customers over phone and comparison to promotion tools personal selling differs in the following ways; other the firn. 1, It uses fewer resources of 2. Active involvement of the sales personnel. 3. Price is negotiated. 4. Selling of complex products are involved (Selling of a car is an example. The customer requires the help ofa sales person tounderstand its important features). seller at the time 5 There is some contact between buyer and sale. of sale and after the large sums of money. 6. The purchase tends to involve Definitions According to William J.Stanton, "personal selling consists of 1. to mass relativelu individual, personal communication, in contrast promotion and other impersonal communication of advertising, sales promotiornal tools." Philip Kotler defines personal selling as "a face-to-face interaction 2. makingsales. with prospective purchasers for the purpose of Nature of Personal Selling The following points describe the nature of personal selling mix 1. Personal selling is the part of the promotion interpersonal and can include face-to-face communication, telephone communication and video or web conferencing.