Personal selling is said to be a cost it has a narrow audience and an organization can survive without it. (Discuss) According to Pride‚W and Ferrell O‚ Personal selling can been defined as a process of informing customers and persuading them to purchase product through personal communication in an exchange situation. Personal selling is the process of person to person communication between a sales person and a prospective customer in which the sales person learns about the prospect needs and
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Personal Selling Personal selling occurs where an individual salesperson sells a product‚ service or solution to a client. Salespersons should be able to match the benefits of their offering to the specific needs of a customer. Personal selling need to be considered greatly in this product‚ because skincare products need to be sold directly to the customer throughout various stores. Personal selling involves a selling process that consist of this following steps : 1. Prospecting Prospecting
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Personal selling occurs where an individual salesperson sells a product‚ service or solution to a client. Salespeople match the benefits of their offering to the specific needs of a client. Today‚ personal selling involves the development of longstanding client relationships. In comparison to other marketing communications tools such as advertising‚ personal selling tends to: • Use fewer resources‚ pricing is often negotiated. • Products tend to be fairly complex (e.g. financial services or new
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CHAPTER 14 INTEGRATED MARKETING COMMUNICATIONS: PERSONAL SELLING AND DIRECT MARKETING MULTIPLE CHOICE QUESTIONS 1. __________________ is quoted as saying that “everyone lives by selling something.” a. Bill Gates b. Robert Louis Stevenson c. Arthur Miller d. Henry Ford Answer: (b) Difficulty: (2) Page: 513 2. All of the following were characterizations of salespeople brought about by Arthur Miller’s Death of Salesman and Meredith Wilson’s
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Question 1 Personal Selling Process My personal selling process consists of the following nine steps: 1. Prospecting 2. Pre-approach 3. Approach 4. Presentation 5. Trial Close 6. Objections 7. Meeting objections 8. The Close 9. Follow up and Service Step 1: Prospecting Prospecting‚ involves the Money‚ Authority‚ Desire (M.A.D) approach. Firstly I analysed my prospective clients to ensure that they had the money‚ authority and desire to purchase the products I was selling. Upon analysis
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of your product/service offerings. Q2 *How do we need to do first*? First‚ you need to form yourselves into group of 5. Select someone in your team to be the team leader. Inform your tutor who is in your team. Q3 What exactly are we selling? You will represent one of the many hotels in Singapore. As you may be aware‚ many of the large hotels have function rooms and exhibition halls which they market to potential exhibitors or companies holding seminars or workshops. Your team is the
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` Outline for Preparation of Manual Title Page A. Name of product to be sold. B. Name of company you are selling for. C. Course name and number. D. Your name and date. I. Developing a Personal Selling Philosophy A. Describe the marketing setting (e.g.‚ retail‚ wholesale‚ manufacturing‚ or service). B. Describe the role of personal selling in this setting. C. Describe the typical salesperson’s training to become a consultant/problem-solving type of salesperson. II. Developing a Relationship
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is to satisfy the needs and wants of the society. Marketing is‚ therefore‚ a basic function of all business firms. When a salesperson sells washing machines‚ a doctor treats a patient or a Government asks people to take their children for getting polio drops‚ each is marketing something to the targets. Traditionally‚ small firm owners did not give as much importance to marketing as to other functions such as accountancy‚ production and selling. Training programmes‚ enterprise development and
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gMarketing-process of moving goods and services to customers Marketing activities-product development‚ research‚ communication‚ distribution‚ pricing and service Need – Want – Demand- need is essential (food‚ shelter) want is not (car‚ laptop) demand is desire to have Exchange-a trade of values between two parties Marketing System- network that permits interaction between buyers and sellers Maslow’s hierarchy of need- a diagram showing how people seek to satisfy their needs (from physiological
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FORMULATING PERSONAL-SELLING STRATEGY • Sales Management achieves personal-selling objectives through personal-selling strategy • Key decisions in personal – selling strategy are : a) The kind of sales force required and b) The size of sales force required • The decision on the kind of salespersons defines the role that sales personnel play in their contacts with customers & prospects. The decision on the size of the sales force dictates deployment of sales personnel
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