Personal selling is a powerful tool in the hand of businessman for creating demand for their products and increasing sales. The following three questions help determine who is a real prospect and who is not: Approaching customers: After identifying a prospect, the salesperson explains the reason for wanting an appointment and sets a specific date and time. Moreover, when the prospect has questions or raises objections, the salesperson is there to provide explanations. (iv) Mobility of Sales People – Salespersons move from one state to another for business purposes but it indirectly promotes travel and tourism in the country. Personal selling is an important element of promotion mix and an effective promotional tool. The goal of personal selling is to actually make a sale. Personal selling is an important marketing tool for small businesses, particularly those that sell complex or high-value products and services to … Creating Products and Pricing Strategies to Meet Customers' Needs, 100. which helps them in taking their purchase decisions in a better way. Its population is heterogeneous in nature. Advertising acquaints potential customers with a product and thereby makes personal selling easier. Convincing Power of the Sales Representatives: Sales representatives have effective communication skills. Salesman can provide necessary information to... 2. Thus, it gives opportunities in career advancement, provides security, respect, variety and independence in working. Understanding Economic Systems and Business, 3. The ultimate objective of producing goods and services is to sell them to the consumers. The sales message can be varied according to the motivations and interests of each prospective customer. Customers get expert advice and guidance in purchasing various goods and services, which help them in making better purchases. The sales message can be varied according to the motivations and interests of each prospective customer. Often employed in business, the “higher authority” objection is frequently used when one of the parties says, “This agreement looks good, but I’ll have to run it by my committee” (or wife or any other “higher authority”). To create a demand in such a way that it precedes supply; iv. Helps in identification of needs – Personal selling helps the customers in identifying their needs and wants and knowing how these can be satisfied. Face to face interaction enables quick resolving of queries and problems. It is due to this cycle that the economic activities in the society is fostered, leading to more jobs, more income and more products and services to satisfy particular needs and wants. Personal selling provides a detailed explanation or demonstration of the product. A sales person must possess sound technical knowledge about the product he/she has to sell. Handling objections: Almost every sales presentation, structured or unstructured, meets with some objection. Trends in Developing Products and Pricing, XII. (iii) He creates more and more regular demand thus makes planned and regular mass production possible. Personal selling plays a very vital role in the economic progress and development of the society. Personal selling provides a detailed explanation or demonstration of the product. All this information helps them to take effective decisions. To enable a customer to decide what to buy and what not to buy; iii. In this ways, society may get better quality goods at cheaper rates. Personal selling induces customers to purchase new products that satisfy their needs better and thereby help in improving their standards of living. Pulling It Together: Resource Planning, 87. Consumer Attention 5. Using Technology to Manage Information, 114. It is the only promotional tool which results in actual sale there and then. The importance of personal selling for businessmen may be discussed as follows: (i) Effective Promotional Tool – It helps businessmen to explain the target customers about the product quality and its features and thus influence his/her decision to buy the product. TOS4. This will improve the competitive strength of the organisation. Buying and Selling at Securities Exchanges, 144. Specialized Forms of Business Organization, V. Entrepreneurship: Starting and Managing Your Own Business, 36. Perhaps the easiest way to close a sale is to ask for it: “Ms. iii. It results in large scale production and reduction of costs and prices. Just because someone has been referred or has made an inquiry does not mean that the person is a genuine prospect. (iv) He cultivates newer markets and tries to sell more of the company’s product. ), Creative Commons Attribution 4.0 International License.
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