However, getting a customer to purchase a product is not always the objective of personal selling. To keep personal-selling expenses within certain limits. 5. As we move closer to "realtime" marketing, he believes … 2. This is accomplished by salespeople who genuinely take interest in prospects, listen to their needs and make honest product or service recommendations that best match. The product is in the introductory stage; 4. To provide service to the existing customers and try to maintain contacts with the present customers. Personal selling uses in-person interaction to sell products and services. Upselling . The objectives can also be quantitative if they are short-term and it could be adjusted from one promotional period to another. Personal selling is an approach that individualizes the sales process. Advertising differs from personal selling, in the fact that the former is a monolog activity, but the latter is dialogue. 12 Types of Sales Objectives posted by John Spacey, July 06, 2017. If you disable this cookie, we will not be able to save your preferences. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. PART OF PROMOTIONAL MIX: Personal selling is a part of promotional mix, or the communication mix, in the company's marketing program. Personal selling has two types of objectives-long-term and short-term. See when your emails are opened (to know when you’re top of mind). It is a Part of promotion mix: personal selling is part of promotion mix, or the communication mix in the company’s marketing program. 4. The salesmen aim to inform and encourage the customer to buy, or at least try the product. Closing Techniques : Sales Goals : top » marketing » sales » sales strategy » sales objectives . … The main purpose of personal selling is to sell the goods to their ultimate buyers by bringing right goods and services into contact with right customers. He must talk in the point of view of customers and engage their mind to his point of view. To provide technical advice and assistance to customers. Download PDF. Creating awareness, 2. Great examples include cars, office equipment (e.g. The Personal Selling Process The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service and finish with a follow-up contact to ensure purchase satisfaction. Explain personal selling; Personal Selling: People Power. Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings. 9. NATURE/OBJECTIVE/FUNCTIONS OF PERSONAL SELLING. It’s hard to give a personal selling definition when there are so many out there. Selling one or more products and services is by definition an objective of personal selling. The objectives of personal selling may be analysed as follows: 1. What Is Personal Selling? To secure and maintain customer’s cooperation in stocking and promoting the product line. Soft Selling . Public relations are proceeding of edifice up the Elec company image in the eyes of the community in the hopes of interpret the manner of goodwill into sales. (e.g., “marketing research”), This website uses cookies to improve visitors' experience and also may be used by advertising services. Download. ... CRM and Personal Selling. One objective of personal selling aligns closely with other promotional techniques, including advertising and public relations. To assist the dealer in selling the product line. 10. Privacy Policy 8. Lesson 1: Objective and scope of personal selling Learning objectives • To know the broad objectives of sales management • Definition of sales management • How a Sales executive acts as a coordinator • To know about personal selling In this lesson we will study about an overview of Sales Management. It contacts the concerned persons in person and hence it is more effective. The following are some of the objectives of personal selling −. Rasheed Abdul. To search and maintain customer cooperation. Prospecting. 5. If you need assistance with writing your essay, our professional essay writing service is here to help! Compare and contrast sales and marketing functions within organizations. Personal selling reaches the goal of marketing effort i.e., to increase profitable sales. Personal selling can adjust the manner in which facts are communicated and can consider factors such as culture and behaviour in the approach. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. Therefore, objective selling can apply across 100% of your target market. 18 - Sales Promotion and Personal Selling Sales promotion- Marketing communication activitties, in which a short-term incentive motivates consumers or members of the distribution channel to purchase a good or service.immediately, either by lowering the price or by adding value. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. Qualitative Objectives (Long-term) To do the entire selling job. The long-term objective of personal selling is building relationships to prevent customer attrition, increase repeat business and promote word-of-mouth referrals. Upselling . Personal selling has two types of objectives-long-term and short-term. To obtain sales volume in ways that contribute to profit objectives, by selling proper mix of products. To do the entire selling job (as when there are no other elements in the promotional mix). Personal selling - Marketing aptitude questions Q1. Persuading prospects to make purchases is a common objective of sales. Plagiarism Prevention 4. Nature, Scope and Objectives of Personal Selling 2. 5. Each stage of the process should be undertaken by the salesperson with utmost care. Personal selling is where the business use people to sell their product after summit in the flesh with the customer. Most students in this class will have been employed as a sales person. Unlike advertisement which offers the consumer a reason to buy; sales promotion offers an in incentive(any … To handle the sales personnel of middlemen. To collect and report market information of interest and use to company management. 2. Sales promotion secures the following objectives: 1. For more information on our use of cookies see our Privacy Statement. Time Management Work without any distractions in … To keep the personal selling expenses within specified limits. To secure a given percentage of certain accounts’ business. Personal selling is oral communication with potential buyers of a product with the intention of making a sale. Sales objectives; expected to accomplish within a certain period of time. Personal selling is a promotional method in which one party (e.g. Content Guidelines 2. These are also known as qualitative objectives. To assist in training of middleman’s sales personnel. 6. Personal Selling means the performance of actual selling activity. 12 Types of Sales Objectives posted by John Spacey, July 06, 2017. Rovert Louis Stevenson stated, “Everyone lives by selling something.” The people who do selling are called salesmen, sales representatives, sales persons, account executives, sales consultants, sales engineers, field representatives, agents, service representatives, marketing representatives etc. This may work out well if the small business owner has a sales background, but what if he has not been trained in sales, and doesn't have a solid grasp on the finer points of selling?. Unearthing the potential inner needs, 6. Integrating personal selling with other marketing communication elements may seriously affect that salesperson's job. A short summary of this paper. Must Know . Philip Kotler is of the opinion that personal selling involves oral presentation in a conversation with one’ or more prospective purchasers for the purpose of making sales. The objectives of personal selling include various points such as:-1. To serve the existing customers. Personal selling has over the years been has over the years been seen as the bedrock of a company’s success which helps to generate more funds for company’s operation. Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for … Demonstrating product benefits, 3. Establish Salesforce objectives Similar to other promotional objectives Demand oriented or image oriented. 5. 2. NATURE OF PERSONAL SELLING 1. They prepare the sales budget as components of marketing plans, taking in confidence the broad objectives of the marketing department. Their aim must be to inform and … The Elec company sellers should promote the products via their attitude, authority product knowledge and peripheral. 2. Products with relatively high prices, or with complex features, are often sold using personal selling. Must Know . READ PAPER. To assist customers in selling the product line. The personal selling strategy is formulated for the attainment of objectives; that is, it is an adaptation of sales policies and personal selling decisions in a particular marketing situation. Whether it’s to get rid of a pain, solve a problem, or meet a goal, objectives are guaranteed. Sales Pipeline . 3. Personal selling creates product awareness, stimulates interest, develops brand preferences, negotiates price etc. Personal Celling influences the buyers to buy a product. For instance, selling may be used for the purpose of simply delivering information. That is, the ability of the salesman must influence the customers’ mind. The American Marketing Association defines the term salesmanship as “the personal or impersonal process of assisting and/or persuading a prospective customer to buy a commodity or service and to act favourably upon an idea that has commercial significance to the seller.”. The long-term objectives, which are more or less permanent, are broader. To search out and obtain new customers 4. To search out and obtain new customers. ... After knowing the important particulars about the prospects, the salesperson should set call objectives. A good example of personal selling is found in department stores on the perfume and cosmetic counters. Key Takeaways Key Points. To do the entire selling job 2. To “Service” existing accounts 3. To “serve” existing accounts {i.e., to maintain contacts with present customers, take orders etc.). The process of personal selling in marketing refers to the systematic approach adopted by sales representatives from finding the right clients for a product or service to getting them to buy the product or at least try it. The Best Answer. To assist customers in selling the product line (as through “missionary selling”). Before publishing your articles on this site, please read the following pages: 1. Sales Goals : top » marketing » sales » sales strategy » sales objectives . Sales Pipeline . 2. To keep customers informed of changes in the product line and other aspects of marketing strategy. Finally, personal selling is the only method that secures immediate feedback. But there are some differences between the two. Promotion of sales: The ultimate objective of personal selling is to promote sales by convincing more and more customers to use the product. Personal selling occurs where an individual salesperson sells a product, service or solution to a client. 4 Full PDFs related to this paper. The primary purpose of MC is to communicate ideas to target audiences. Objectives of sales promotion. He must satisfy the consumers not only by selling products but also provides knowledge and assistance to satisfy the needs of consumers. Personal selling is a broader concept. Learning objectives • To know the broad objectives of sales management • Definition of sales management • How a Sales executive acts as a coordinator • To know about personal selling In this lesson we will study about an overview of Sales Management. Personal goals are targets for the improvement of an individual. Students are required to use their intelligence in order to explain the points) 1. The objectives under this head are: 1. To secure and retain a certain share of the market. Customer relationship management is a widely used model for managing a company’s interactions with customers, clients, and sales prospects. Ch. 4. Principles of effective communication are intended to achieve this … Bridge between advertising and personal selling . 2 To serve the existing customers. To obtain some number of new accounts of given types. Personal selling is the most expensive form of advertising and to be effective one should use a step by step process to gain the most benefit. The objectives under this head are: 1. Personal selling carries importance when: 1. It serves as a bridge between personal selling and advertising. The new type of salesman has to play an important role in the total marketing process. So a salesman must have the ability to convince the customers so that an interest may be created in the mind of the customers to use that product. Personal Selling Strategies Personal selling strategies should be derived from the marketing strategy and should be consistent with other elements of marketing mix. To serve the existing customers. The quantitative personal selling objective is related to sales volume objective. Cookie information is stored in your browser and performs functions such as recognizing you when you return to our website and helping us to understand which sections of the website you find most interesting and useful. Examine the elements of the sales pre-approach used in personal selling and sales promotion. To assist with (or hand) the training of middlemen’s sales personnel. Countering misconceptions . Pushing products through Channels, 7. The purpose of personal selling is to bring the right products into contact with the right customers, and to make certain that ownership transfers take place. Introduction of new products. Below are few Personal Selling Strategies Call Rates If the intensity of competitive rivalry is high in the industry, salespersons involved in Feedback helps in taking timely corrective action and in avoiding mistakes. The product must fit to the needs of buyers; 5. For instance, selling may be used for the purpose of simply delivering information. Selling is generally one of the most persuasive forms of promotion a company has. Report a Violation, Importance of Personal Selling (10 Benefits). Hence, the sales volume objective should also be explained. 8. But he should be flexible because a formula will become irrelevant when the state of business changes. To obtain sales volume in ways that contribute to profit objectives. 6. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). Of the three personal selling is more important. The objectives under this head are: 1. To secure and maintain customers’ co-operation in stocking and promoting the product line. 3. To provide technical advice wherever necessary. 1. KnowThis.com uses cookies so that we can provide you with the best user experience possible. These may be developed from different perspectives such as your improvement as a professional, student or person. The following variables should be considered while formulating sales strategy. Today, personal selling involves the development of longstanding client relationships. It involves oral conversation between seller and buyer for the purpose of making sales. UNIT I 1 Introduction to Personal Selling. Please enable Strictly Necessary Cookies first so that we can save your preferences! These are also known as qualitative objectives. Objectives of Personal Selling 1.Creation of Demand 2.Handling Objectives 3.Exploring Hidden Words 4.Educating Customers 5.Building Relationships 6.Providing Feedback 9. Stages and objectives of the personal selling process STAGE OBJECTIVE COMMENTS Prospecting Search for and qualify prospects Start of the selling process: prospects produced through advertising, referrals, and cold canvassing. Like advertising and sales promotion, personal selling is also a method of communication. Apart from these qualitative objectives mentioned above, certain quantitative objectives are also assigned, known as short-term objectives, to personal selling, and they are: 2. Persuasion: Personal selling requires persuasion on the part of the seller to the prospective customers to buy the product. Types of personal selling objectives Depending upon company objectives and the promotion mix, personal selling may be assigned such qualitative objectives such as:- 1. Prohibited Content 3. The basic objectives of marketing communication have been reduced to three more meaningful directives: (a) to communicate, (b) to compete, and (c) to convince. The most significant strength of personal selling is its flexibility. Personal selling and salesmanship are used without distinction. Major objective is persuasion, converting consumer interest into sales. Get Help With Your Essay. He creates wants in customers. It is therefore the aim of the researcher in this study which of the was conducted in Anambra Motor manufacturing company ANAMMCO Enugu to focus on the following activities. Content Filtrations 6. Copyright 10. Sales personnel include stockbrokers, manufacturing sales representatives, real estate brokers etc. The following are illustrative examples of personal goals. Disclaimer 9. The long term objectives, which are more or less permanent, are braoder. However, getting a customer to purchase a product is not always the objective of personal selling. The quantitative personal selling objective is related to sales volume objective. 9. These are also known as qualitative objectives. He must maintain lasting relations between the firm and its customers. Personal Selling . 3. The main reason for this is that banking is a service in which trust plays a very important role. To change or remove cookies click HERE. In personal selling a bank representative goes to the customers and explains the scheme to the customers. Learning Objectives. To service existing accounts, (customers). Keeping this cookie enabled helps us to improve our website. The personal selling strategy is formulated for the attainment of objectives; that is, it is an adaptation of sales policies and personal selling decisions in a particular marketing situation. UNIT I 1 Introduction to Personal Selling. Objectives of Personal Selling. Salespeople match the benefits of their offering to the specific needs of a client. To keep customers informed of changes in the product line. Hence, the sales volume objective should also be explained. Find The Value: 8. A Five Stage Personal Selling Process. To provide advice and assist the middlemen. Productivity Get more sleep to improve focus and concentration during the day to get more done. It is a creative art. 2. Students are required to use their intelligence in order to explain the points) 1. Objectives of the personal selling: personal selling has two types of objectives - long termand short term. The salesperson obtains value by getting financial rewards of sale while the customer obtains value by getting the benefits obtained by consuming the product. Scope and Importance of Personal Selling In the US, 14 million people are employed in sales positions, according to the department of labor. 10. Personal selling is a greatly distinctive form of promotion. — Still and Cundiff. Prospecting refers to locating potential customers. It is a two-way form of communication. Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques to build personal relationships with another party (e.g., those involved in a purchase decision) that results in both parties obtaining value. 1. Identify and find new prospective customers. Give direction and purpose and act as a … The quantitative personal selling objective is related to sales volume objective. 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Using personal selling a bank representative goes to the prospective customers to buy, or online chat estate... Called ‘ prospecting ’ make purchases is a widely used model for managing company. Role in the point of view they prepare the sales volume in ways that contribute profit. He should possess the ability to learn and ability to learn and to... Prices, or meet a goal, objectives are set for long-term, as it becomes the particulars! Beside with public relations, as it becomes the important element for qualitative personal selling 1.Benefits to consumers to... Occurs through face-to-face meetings, telephone conversation, video conferencing, or at least try the product and try... Must talk in the flesh with the best user experience possible customers in the! Maintain customers ’ co-operation in stocking and promoting the product to do the selling! The present customers and advertising contribute to profit objectives the first step of the salesman must the... 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