But there are some differences between the two. So it is an educative process. Although sales people in different companies perform similar duties and have similar responsibilities, they have to adopt different strategies and policies for their varied selling objectives. Many small business owners don't have a dedicated sales team and take on the role of sales themselves. The quantitative personal selling objective is related to sales volume objective. Objectives of Personal Selling: The major objectives of salesmanship are as follows: (i) Attracting the Prospective Customers: The first and foremost objective of a salesperson is to attract the attention of people who might be interested to buy the product he is selling. Scope and Importance of Personal Selling In the US, 14 million people are employed in sales positions, according to the department of labor. Sales objectives; expected to accomplish within a certain period of time. v. Supply of Information: Personal selling provides various information to the customers regarding availability of the product, special features, uses and utility of the products. 3. Each person is contacted by face to face conversation. The following variables should be considered while formulating sales strategy. To do the entire job. To serve the existing customers. Stage One – Prospecting. The long term objectives, which are more or less permanent, are braoder. The following are some of the objectives of personal selling −. Closing Techniques : Sales Goals : top » marketing » sales » sales strategy » sales objectives . He must maintain lasting relations between the firm and its customers. A human need may change into human want but because of salesmanship. Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. Please enable Strictly Necessary Cookies first so that we can save your preferences! Below are few Personal Selling Strategies Call Rates If the intensity of competitive rivalry is high in the industry, salespersons involved in salesperson) uses skills and techniques for building personal relationships with another party is personal selling, here both parties obtain value. 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?. Personal selling is a greatly distinctive form of promotion. To assist customers in selling the product line (as through “missionary selling”). To keep customers informed of changes in the product line. Personal selling is where businesses use people (the \"sales force\") to sell the product after meeting face-to-face with the customer. This objective plays a very perfect role … UNIT I 1 Introduction to Personal Selling. To keep personal-selling expenses within certain limits. Persuading prospects to make purchases is a common objective of sales. However, getting a customer to purchase a product is not always the objective of personal 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. To provide service to the existing customers and try to maintain contacts with the present customers. Integrating personal selling with other marketing communication elements may seriously affect that salesperson's job. 5. 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. Whether it’s to get rid of a pain, solve a problem, or meet a goal, objectives are guaranteed. 3. Each objective comprises specific, measurable action items that help salespeople make sure individual and team-wide goals are achieved. Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. Sales personnel include stockbrokers, manufacturing sales representatives, real estate brokers etc. At a high level, here is the 10-step process to objective selling. That is, the ability of the salesman must influence the customers’ mind. Bridge between advertising and personal selling . This website uses Google Analytics to collect anonymous information such as the number of visitors to the site, and the most popular pages. Sales Pipeline . To “serve” existing accounts {i.e., to maintain contacts with present customers, take orders etc.). KnowThis.com uses cookies so that we can provide you with the best user experience possible. 7. A salesperson can gauge the customer’s reaction to a sales approach and immediately adjust the message to facilitate better understanding. The idea behind personal selling is that the salesperson should be aware of the need to divide his time judiciously between existing and potential customers depending upon the type of industry and the state of business in the industry. The Best Answer. PART OF PROMOTIONAL MIX: Personal selling is a part of promotional mix, or the communication mix, in the company's marketing program. Answering queries, 4. 9. Personal selling has two types of objectives-long-term and short-term. 9. 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. Establish Salesforce objectives Similar to other promotional objectives Demand oriented or image oriented. Importance of Personal Selling 1.Benefits to consumers 2.Benefits to company 3.Benefits to society 10. Feedback helps in taking timely corrective action and in avoiding mistakes. 2. Soft Selling . The quantitative personal selling objective is related to sales volume objective. Regis McKenna, international consultant, contends that although marketing technology has made salespeople more effective, it may also decrease the need for traditional salespeople who convince people to buy. 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. 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. There are many sources from which potential customers can be found: observation, social contacts, trade shows, commercially-available databases, commercially-available mail list and cold calling. 4 Full PDFs related to this paper. 5. Like advertising and sales promotion, personal selling is also a method of communication. February 18, 2020 February 18, 2020 TORAN LAL VERMA (Although Nature, objectives, functions are different things, these points can be explained with regard to all three. To obtain sales volume in ways that contribute to profit objectives, by selling proper mix of products. Must Know . These are also known as qualitative objectives. 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. To obtain sales volume in ways that contribute to profit objectives. To secure and maintain customers’ co-operation in stocking and promoting the product line. To “Service” existing accounts 3. The company do not go for advertisement. 5. The objectives under this head are: 1. A short summary of this paper. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). Products with relatively high prices, or with complex features, are often sold using personal selling. 2. Selling is generally one of the most persuasive forms of promotion a company has. The objectives under this head are: 1. Objectives of Personal Selling. Sales Goals : top » marketing » sales » sales strategy » sales objectives . Content Guidelines 2. Objective selling is about understanding one simple concept: all prospects have objectives. Prospecting refers to locating potential customers. Personal selling uses in-person interaction to sell products and services. You can browse online for a minute — or ten — and it’s still very unclear. Personal selling and salesmanship are used without distinction. To do the complete selling job when there are no other components in promotional mix. ... After knowing the important particulars about the prospects, the salesperson should set call objectives. Find The Value: The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. The product is in the introductory stage; 4. Customer relationship management is a widely used model for managing a company’s interactions with customers, clients, and sales prospects. 3. Sales objectives are goals that are used to define sales strategy, performance management and incentives. Apart, typically, considerable weight has been put upon the importance of the art of persuasion a necessary characteristic of good selling. Personal Selling . The objectives can also be quantitative if they are short-term and it could be adjusted from one promotional period to another. (ii) Educating the Prospective Customers: 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. Personal selling is an approach that individualizes the sales process. To service existing accounts, (customers). But he should be flexible because a formula will become irrelevant when the state of business changes. To further comprehend the difference between advertising and personal selling, take a read of the article given below. 10. Personal Selling 101 ii. Both advertising and personal selling are two major elements of promotion mix, which is employed by the organization to reach communication objectives. To provide technical advice and assistance to customers. Personal selling reaches the goal of marketing effort i.e., to increase profitable sales. To provide advice and assistance to middlemen on various management problems. The long term objectives, which are more or less permanent, are braoder. The long-term objectives, which are more or less permanent, are broader. Objectives of the personal selling: personal selling has two types of objectives - long termand short term. Of the three personal selling is more important. Personal Selling means the performance of actual selling activity. 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. 12 Types of Sales Objectives posted by John Spacey, July 06, 2017. Personal Selling-Objectives: (Qualitative): 1. Personal selling - Marketing aptitude questions Q1. Learning Objectives. 10. He creates wants in customers. Hence, the sales volume objective should also be explained. A customer can get advice on how to apply the product and can try different products. To handle the sales personnel of middlemen. Table 2 Stages and objectives of the personal selling process STAGE OBJECTIVE COMMENTS Prospecting Search for and qualify prospects Start of the selling process: prospects produced Pricing Strategy . The objectives of personal selling include various points such as:-1. Plagiarism Prevention 4. To assist customers in selling the product line. 2. This is done through advertising, personal selling, sales promotion, and/or public relations. The Personal Selling Project ... is the pursuit of scholarly activity free from fraud and deception and is an educational objective of this institution. The long-term objective of personal selling is building relationships to prevent customer attrition, increase repeat business and promote word-of-mouth referrals. Key Takeaways Key Points. 1. NATURE/OBJECTIVE/FUNCTIONS OF PERSONAL SELLING. To search out and obtain new customers. 7. Selling one or more products and services is by definition an objective of personal selling. Preapproach Gather information and decide how to approach the prospect Information sources include personal observation, other customers, and own salespeople. Concept of Personal Selling: Personal selling might be defined as follows: Personal selling is a face-to-face contact between the salesman and the prospect; through which the salesman persuades the prospect, to appreciate the need for the product canvassed by him – with the expectation of a sales-transaction, being eventually materialized. 3. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. 4. To do the entire selling job (as when there are no other elements in the promotional mix). If you disable this cookie, we will not be able to save your preferences. 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. Rasheed Abdul. Persuasion: Personal selling requires persuasion on the part of the seller to the prospective customers to buy the product. To change or remove cookies click HERE. Thus he must have the ability to learn and ability to communicate expert knowledge, in which he deals. To keep customers informed of changes in the product line and other aspects of marketing strategy. For instance, selling may be used for the purpose of simply delivering information. 4. Countering misconceptions . Sales management covers planning and organizing person­al selling activities. 3. To do the entire selling job 2. For example, salesmen go to different societies to sell the products. The basic objectives of marketing communication have been reduced to three more meaningful directives: (a) to communicate, (b) to compete, and (c) to convince. Most students in this class will have been employed as a sales person. Personal Selling Examples . 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. Before publishing your articles on this site, please read the following pages: 1. 4. 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. If you need assistance with writing your essay, our professional essay writing service is here to help! 12 Types of Sales Objectives posted by John Spacey, July 06, 2017. Unlike advertisement which offers the consumer a reason to buy; sales promotion offers an in incentive(any … It is a Part of promotion mix: personal selling is part of promotion mix, or the communication mix in the company’s marketing program. To secure and retain a specified share of the market. 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. Major objective is persuasion, converting consumer interest into sales. Get Help With Your Essay. To provide technical advice wherever necessary. To provide advice and assist the middlemen. Personal selling has two types of objectives-long-term and short-term. Personal selling is oral communication with potential buyers of a product with the intention of making a sale. The personal selling may focus initially on developing a relationship with the potential buyer, but will always ultimately end with an attempt to “close the sale” Person-to-person communication with a prospect Prohibited Content 3. Their aim must be to inform and … Download PDF. Main Steps in the Personal Selling Process. It contacts the concerned persons in person and hence it is more effective. The quantitative personal selling objective is related to sales volume objective. Objectives of sales promotion. Demonstrating product benefits, 3. 4. To provide technical advice and assistance to customers (as with complicated products and where products are specially designed to fit buyers’ specifications). Download. Upselling . The objectives can also be quantitative if they are short-term and it could be adjusted from one promotional period to another. In personal selling a bank representative goes to the customers and explains the scheme to the customers. Soft Selling . Productivity Get more sleep to improve focus and concentration during the day to get more done. Personal selling is used to meet the five objectives of promotion in the following ways: To search by phrase enclose terms in quotations marks. The main reason for this is that banking is a service in which trust plays a very important role. Creating awareness, 2. 4. 2 To serve the existing customers. Types of personal selling objectives Depending upon company objectives and the promotion mix, personal selling may be assigned such qualitative objectives such as:- 1. Personal selling happens when companies and business firms send out their salesmen to use the sale force and sell the products and services by meeting the consumer face – to – face. To collect and report market information on interested matters to company management. They prepare the sales budget as components of marketing plans, taking in confidence the broad objectives of the marketing department. 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Benefits obtained by consuming the product we can save your preferences our Privacy Statement articles. You’Re top of mind ) target market include stockbrokers, manufacturing sales representatives, real estate brokers etc ).

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