Role of Personal Selling in Marketing. This results in reduction of wastages. They are largely involved in drugs, medicines, grocery, etc. In fact, most of history’s successful entrepreneurs have been skilled salespeople, able to represent and promote their companies and products in the marketplace. Types of Personal Selling. Retail Selling: Retail selling the product the consumers through retail store or door to door visit .in door sales persons work at the store and they deal with the customers visiting the sorters and outdoor sales personal visit the potential costomers in their homes or offices and persuade them to buy the product. In personal selling, a salesman can select the target market and concentrate on the customers. Discount Policy It requires certain training and a specific bent of mind. 1. Sales engineer are that salesman who deals in high-value goods like computers, automobiles, refrigerators, washing machines, and television set. Persuasion: Personal selling requires persuasion on the part of the seller to the prospective customers to buy the product. This is the first types of salespersons and it means that there are three types of sales executives maintain a relationship with the customers so that profits to the company can be maximized and more sales can be generated.. For example, many companies send their sales executives to make sales presentations at prospective customers’ homes or businesses on a face-to-face basis. They call on distributors – wholesalers, retailers, professional customers, in order to promote the products. A salesman should have the good vocational skill to deal with the customers. He informs the retailers about the various products offered by the wholesaler, helps them in the selection of articles and advises the retailers in involving effective selling techniques. He should not be shy among the people. The long-term objectives, which are more or less permanent, are broader. Types of Personal Selling Roles As we noted above , worldwide millions of people have careers that fit in the personal selling category. Consultative Selling. Introduction to Marketing. They create demand for the products. It is important for him to determine and convince the customers about the products. They help to maintain equilibrium between demand and supply. Types of Personal Selling. It is selling … It is important to educate the consumers about the product. Salesmen educate the consumers about new products and about new uses of existing products. Order-creators are outside the ordering process, speaking to specifiers rather than buyers. They arrange wide publicity and conduct demonstration for dealer salesmen by working along with them. Advertising is any form of paid sales presentation that is not done face-to-face. He should be honest, sincere, dependable and cooperative. An example of public relations might include a company sponsoring a charity event. Inside order takers, delivery salesperson, merchandisers, technical salesperson etc. In this way, it is more precise than other forms of promotion and often has a greater persuasive impact. He should be able to interact with all types of people. He should have ambitions and enthusiasm to become a good salesman. Retail Selling: In retail selling, the salesperson communicates directly with individual customers. The salesperson must have a sense of determination to secure the customer. Kathmandu: Buddha Academic Publishers and Distributors Pvt. The wholesaler’s salesman are the salesman who calls on retail dealers at regular intervals to book their orders. A salesman should have a good communication ability. Personal selling has a permanent place in promotion and distribution. He handles their complaints and assists them in getting value for their money. Sales Management. A driver-salesperson merely delivers the product and has few selling responsibilities. Professionals in the order-takers category respond to already committed customers. Advertising is any form of paid sales presentation that is not done face-to-face. TYPES OF PERSONAL SELLING Sales positions or their equivalents range between the sales clerk with minimal selling skills up to the chief executive officer in public and in private enterprises. Personal selling is regarded as one of the most important ingredients in the promotion mix and has a permanent place in the promotion and distribution of products and services. A salesman provides information, education, and guidance to customers. A pleasing and charming personality always creates a good impression on the prospects. Elementary Marketing. He should not lose confidence and give up the customer so easily. It is the most important ingredients in the promotion mix. A salesman should possess good health because it is the key to his efficiency. The objectives under this head are: Pioneer salesman are also known as a creative salesman. Need-Payoff Questions. Salespeople – E.g. On the positive side, personal selling allows the salesperson to target the message specifically to the audience and receive immediate feedback. Service Selling Situation: This situation is related to obtaining sales from existing customers whose habits and patterns of thoughts are already known to the seller.Comparatively less effort is required to satisfy these type of customers. Personal Selling – Defined Personal selling refers to personal communication with a an audience through paid personnel of an organization or its agents in such a way that the audience perceives the communicator’s organization as being the source of the message. • Specify the functions and tasks in the sales management process. There can be more than one community in a society. According to W.J. 6. He need not communicate with the people. • Describe the stages in the personal selling process. Consultative selling. It comprises – prospecting, pre approach, presentation, handling of the objection, closing and follow up. Stanton, “Personal selling consists of individual, personal communication, in contrast to the mass impersonal communication of advertising, sales promotion, and other promotional tools.”, According to Philip Kotler, “Personal selling is a broader concept and involves oral presentation in a conversation with one or more prospective purchasers for the purpose of making sales.”. In this way, personal selling supports advertising. Personal selling is one part of a company’s promotion mix, along with advertising, sales promotion, and public relations. Using this type of sales technique, a salesperson will identify and figure … Merchandising salesman is the salesman who gives suggestions on display, store- layout, service layout, service facility, etc. Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product.It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale. 2. Salesmanship is a highly skilled vocation. A salesman can find potential buyers, demonstrate the product, explain its operation, and convince customers to buy it or install it at the customer’s place and provide after sale service.Therefore, personal selling does the entire job of selling. Occupation, Business & Technology Education, Meaning, Evolution and Importance of Marketing, Customers-Concept and Classification of buyers, Concept and Classification of Buyers Motives, Buying Process of Individual Buyers and Institutional Buyers, Factors affecting Individuals Buying Decisions, Concept of Needs, Wants and Demands in Marketing, Factors affecting Institutional Buyers Decision, Concepts, Types and Characteristics of Market, Meaning, Importance, Types & Qualities of Branding, Meaning, Function, Types, Importance & Features of Packaging, Meaning, Types, Functions and Importance of Labelling, Meaning, Objective & Importance of Pricing, Pricing Discounts and Allowances & Factors Affecting Pricing, Meaning, Elements & Channel of Distribution, Personal Selling, Types and Qualities of Salesperson, Sales Process: Meaning & Process of Indoor & Outdoor Sales, Meaning, Importance & Components of Promotion, Meaning, Importance& Methods of Sales Promotion, Meaning, Features, Types & Importance of Advertising, Tele Marketing, Televised Marketing and Network Marketing. MARKETING MIX STRATEGY OF DANISH CONDENSED MILK BD LTD, Explaining Major Details Of Trailer Delivery, Internship Report on Marketing Strategies of Berger Paints Bangladesh Limited, Integrated Marketing Communications Strategy. Needs-Oriented Selling. A salesman should be social and have the ability to mix with people. Personal selling involves individual and personal communication as compared to the mass and impersonal communication of advertising and sales promotion. According to David Jobber, co-author of “Selling and Sales Management”, there are three types of personal sellers: order-takers, order-creators, and order-getters. However, the actual functions carried out by someone in sales may be quite different. A salesman should have the ability of patience. Advertising attracts customers but their doubts and questions about the product are answered by salesmen. Personal selling is the most important ingredient in the promotion mix. Community smaller than society. He should not get provoked even under worst circumstances. Commerce Mates is a free resource site that presents a collection of accounting, banking, business management, economics, finance, human resource, investment, marketing, and others. He may be a “pioneer salesman”, merchandising salesman or a ‘dealer servicing salesman’. It is the most expensive form of promotion per contact. These salesmen can meet the public to convince them about the need of saving for better future. Sign up and receive the latest tips via email. But he should be flexible because a formula will become irrelevant when the state of business changes. A salesman should have a good personality. It assists customers in satisfying their wants. Door to door Selling – salespeople who visits house by … Personal Selling: People Power. Sales promotion is the use of incentive such as coupons, discounts, rebates, contests, or special displays entice a customer to buy a product or service. As it stands today, consultative selling is the highest level of selling. Their job requires greater persuasion as compared to the job of salesmen dealing in tangible products. Personal selling is one part of a company’s promotion mix, along with advertising, sales promotion, and public relations. common interests and common objectives are not necessary for society. But personal selling must not be overlooked: it remains an extremely important part of a salesperson’s arsenal and is a skill every good salesperson must master. Personal selling is an important element of promotion mix and an effective promotional tool.The importance of personal selling can be shown briefly below: Personal selling is important as a flexible message. Critical link between firm and customers 2. This type of selling is sometimes called door-to-door selling. Personal selling in most cases leads to an actual sale. It is a complete promotional technique of keeping customers satisfied. Public relations is the act of building up a company’s image in the eyes of the community in the hopes of translating the feelings of goodwill into sales. Salespeople may learn about competitors’ products, for example, or about emerging customer needs that may lead to the development of a new product. Therefore, personal selling is most flexible in operation.He can observe the customer’s reaction to a particular sales approach and thus makes necessary adjustments right on the spot. 2. Business-to-Business Selling. Personal selling helps in the immediate feedback of the products in the market.It involves a two-way flow of communication between the buyer and the seller. A good salesman must have the power of imagination so that he can enter into the shoes of the potential customer to know what he wants and how he wants to be treated. Intermediaries. The wholesaler’s salesman may be the outdoor or indoor salesman. It encompasses … Personal selling is a mode of direct selling. Trade Selling. The salesperson must have a sense of determination to secure the customer. Order Getting 3. The main thing that sets personal selling apart from other methods of selling is that the salesperson conducts business with the customer in person. Personal selling is the process of communicating with a potential buyer (or buyers) face-to-face with the purpose of selling a product or service. An effective salesman must possess certain mental qualities like imagination, foresightedness, presence of mind, strong memory power, and initiative. Personal Selling 101 ii. Slide 16 Main types of personal selling Delivery people – E.g. He should not lose confidence and give up the customer so easily. Personal selling also creates employment opportunity to the people.It helps to increase aggregate sales and production in the country thereby increasing employment opportunities. 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. Salespeople are the firm in a customer's eyes ... Three Types of Personal Selling. They bring samples of new products, take orders and organize window display. helps in service selling situations. It provides knowledge about the tastes, habits, and attitudes of the customers. Koirala, Dr. Kundan Dutta. Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. You’ve likely heard sales leaders talk about selling and pricing based on … A famous writer Philip Kotler says, “Personal selling is a type of personal or local presentation by the firm’s sales force for the motive of making sales and building customer relationship.” 2. An effective salesman must possess certain mental qualities like imagination, foresightedness, presence of mind, strong memory power, and initiative. They are known as specialty salesman. A manufacturers salesman is engaged in creating and cultivating outlets for a new product. The personality includes a way of speaking, voice, posture, habits, etc. 1. A good salesman should know the features, benefits and other particulars of the product which is to be sold. This type of communication is carried out by sales representatives, who are the personal connection between a buyer and a company or a company’s products or services. 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. Communication skill is an asset for the salesman. They usually develop goodwill. 3. TYPES OF PERSONAL SELLING 1. Sunday, July 26, 2015 Amit Chaudhary. Some of the things entrepreneurs should consider when deciding on the ideal promotion mix include the type of product or service, the value of the product or service, and the budget allotted for marketing. He should be polite and humble in talking to the customer. Outside sales. Personal selling uses in-person interaction to sell products and services. Kathmandu: Asmita Books Publishers and Distributors (P) Ltd., 2014. personal selling A promotional tool in which a salesperson communicates one-on-one with potential customers. This is a type of selling where product offerings are sold through a network of middlemen to other resellers. He should communicate with the people in a good manner. Personal selling also acts as a complement to advertising.In most situations, there is a need for explaining the quality uses and price of the product. Personal selling can be defined as an oral presentation in conversation with one or more prospective customers for the purpose of making sales. Stay connected with Kullabs. They are employed by manufacturers and do the work of missionary nature. Dependability is the must needed for a salesman.The salesman can win permanent customers if he is honest, sincere and dependable. Milkman, Fisherman and nowadays bakery staffs are brought through three wheels. Therefore, personal selling involves minimum wastage of effort. Before starting with the personal selling, the company can choose the type of customers it has to deal with & prepare the presentation according to same. If the sales force is well distracting as problem solvers and advisers for customers rather than using hard-sell transactional selling may help a small business build loyal, long-term relationships with customers. Hard selling involves getting someone to buy a product even though he doesn't want or need it. In business and industry, the following types of salespersons are widely used: A manufacturer’s salesman is that type of salesman whose job is to sell products either directly to the consumers or to the wholesale or retailers. These are also known as qualitative objectives. This role involves spending a lot of time visiting prospects and clients in person. Television and radio commercials, newspaper and magazine advertisements, and direct mail inserts are well-known forms of advertising. Definition of Personal Selling-Some basic definitions are given below: 1. A small business may choose to use any or all of the promotion mix elements in selling its products. Personal selling; Types of salespersons Current customer salesperson New-business salesperson Inside order taker Field order taker Missionary salesperson Trade salesperson Technical salesperson The selling process Prospecting and qualifying; preapproach; approach; presentation and demonstration; handling objections; closing; and follow-up. Personal selling helps to educate the consumers about the products.Salesmanship is not simply a tool of convincing people to buy certain products. Service salesmen are appointed by the institutions providing intangible/ individual services like banking and insurance companies. Ltd, 2014. • Determine whether a firm should use manufacturer’s representatives or a company sales force and the number of people needed in a company’s sales force. 5.Demonstrate the product 6.Frequent meetings help in building long term relationships Retail selling: In this the sales person communicates directly with individual customers. They help in the installation of the products like computer or plant and machinery at the customer's place. It is a network of social relationships which cannot see or touched. This type of selling task involves selling to individuals physical products and services such as double glassing, encyclopedias, cars, insurance and personal pension plans. Auction selling: Auction selling is a method of sale under which the company sales executive or … Personal selling is the most important ingredient in the promotion mix.Personal selling is an important element of promotion mix and an effective promotional tool.There are several importances of the personal selling and they are : -Flexible message -Minimum wastage -Effective sales -Immediate feedback -Complements to advertising -Educates customers -Employment opportunities 2.The sales message can be customized 3.The two way nature of sales 4.Good way of getting across large amounts of information about product. Personal selling is a goal-directed activity, therefore, the chances of wastage of efforts are minimum in personal selling in comparison to advertising. Thapa, Gopal, Dipendra K. Neupane and Dilli Raj Mishra. These mental qualities will help a salesman in winning permanent and regular customers. … Consultative selling is especially effective in technical sales. Planning the selling program and implementing and evaluating the personal selling effort of the firm. It involves individual and personal communication as compared to the mass and impersonal communication of advertising and sales promotion. Personal selling helps in minimum wastage of the goods.In personal selling, a salesman can select the target market and concentrate on the customers. Personal selling offers entrepreneurs both advantages and disadvantages in comparison with the other elements of the promotion mix. He should have the quality of adjusting the customers of different nature. There are many different types of personal sales jobs. Television and radio commercials, newspaper and magazine advertisements, and direct mail inserts are well-known forms of advertising. In personal selling, a salesman can pinpoint the prospect and actual demonstration of the product can be made through two –way communication. So, dependability is must needed for a salesman to develop his sales career. Though personal selling is more likely to be effective with certain types of products or services, it has important applications for nearly all kinds of small businesses. Deciding how to allocate resources for each component involves a number of factors. He should be able to speak freely, clearly and in a well-pitched voice. Role of Personal Selling: Personal selling is an important tool in the marketing of goods and services. Another advantage is that personal selling can be an important source of marketing information. He should have the patience to listen to the customers and remove their objections. Personal selling is a process. Personal selling is face to face activity, customers therefore obtain a relatively high degree of personal attention. Conversely, personal selling cannot reach as many potential customers as advertising, plus the cost of each contact is much higher. 1. Personal selling has two types of objectives-long-term and short-term. Face- to –face contacts with customers is the most effective means of communication. Retail Selling. • Recognize different types of personal selling. Personal selling is of different types. Types of Personal Selling and reasons to practice personal selling for new product. He should have sufficient patience to listen to customers and clear their doubts. Personal selling searches for customers offers for sale, create confidences and execute sales through different activities. Personal selling helps in the effective sales of products. 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