The first step of the personal selling process is called ‘prospecting’. 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. Introduction of new products. The long term objectives, which are more or less permanent, are braoder. These are also known as qualitative objectives. ... CRM and Personal Selling. 6. You can browse online for a minute — or ten — and it’s still very unclear. The quantitative personal selling objective is related to sales volume objective. Personal selling creates product awareness, stimulates interest, develops brand preferences, negotiates price etc. It serves as a bridge between personal selling and advertising. Personal selling has two types of objectives-long-term and short-term. Content Guidelines 2. 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. 1. 9. Personal Selling means the performance of actual selling activity. 3. The Elec company sellers should promote the products via their attitude, authority product knowledge and peripheral. 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. 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. 2. 12 Types of Sales Objectives posted by John Spacey, July 06, 2017. 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. Please enable Strictly Necessary Cookies first so that we can save your preferences! 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. Disclaimer 9. 7. 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?. As we move closer to "realtime" marketing, he believes … READ PAPER. The long-term objective of personal selling is building relationships to prevent customer attrition, increase repeat business and promote word-of-mouth referrals. To secure and retain a specified share of the market. This paper. The long term objectives, which are more or less permanent, are braoder. To search out and obtain new customers 4. He must talk in the point of view of customers and engage their mind to his point of view. The personal selling process consists of a series of steps. The salesperson obtains value by getting financial rewards of sale while the customer obtains value by getting the benefits obtained by consuming the product. 3. To secure and maintain customer’s cooperation in stocking and promoting the product line. The long-term objectives, which are more or less permanent, are broader. Personal selling has two types of objectives-long-term and short-term. To “Service” existing accounts 3. To provide advice and assistance to middlemen on various management problems. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. 12 Types of Sales Objectives posted by John Spacey, July 06, 2017. 5. Copyright 10. To change or remove cookies click HERE. Objectives of the personal selling: personal selling has two types of objectives - long termand short term. To assist the dealer in selling the product line. Identify and find new prospective customers. To do the entire job. The objectives of personal selling include various points such as:-1. (Although Nature, objectives, functions are different things, these points can be explained with regard to all three. Plagiarism Prevention 4. 2 To serve the existing customers. 5. To keep the personal selling expenses within specified limits. Objectives of Personal Selling. To serve the existing 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. 5. He must maintain lasting relations between the firm and its customers. 5. In personal selling a bank representative goes to the customers and explains the scheme to the customers. That is, the ability of the salesman must influence the customers’ mind. Hence, the sales volume objective should also be explained. Finally, personal selling is the only method that secures immediate feedback. What is Personal Selling? 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. Whether it’s to get rid of a pain, solve a problem, or meet a goal, objectives are guaranteed. To secure a given percentage of certain accounts’ business. Stage One – Prospecting. 6. To service existing accounts, (customers). To persuade the customers-The personal selling is an art of persuasion in this salesperson persuade and insist on the customer to buy the product. Of the three personal selling is more important. 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. Demonstrating product benefits, 3. 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 Unearthing the potential inner needs, 6. 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. To collect and report market information on interested matters to company management. To provide service to the existing customers and try to maintain contacts with the present customers. Personal Selling-Objectives: (Qualitative): 1. 4. 8. 10. A short summary of this paper. Ch. The following are illustrative examples of personal goals. … If you disable this cookie, we will not be able to save your preferences. Sales promotion consists of those activities other than personal selling, advertising and publicity. Further, personal selling offers an opportunity to develop a tangible personal rapport with customers that can go far toward building long-term relationships. 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 objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. 5. Sales Pipeline . Students are required to use their intelligence in order to explain the points) 1. 10. To keep customers informed of changes in the product line. Personal Selling . Major objective is persuasion, converting consumer interest into sales. Bridge between advertising and personal selling . Personal Selling . Preapproach Gather information and decide how to approach the prospect Information sources include personal observation, other customers, and own salespeople. Prohibited Content 3. Today, personal selling involves the development of longstanding client relationships. For instance, selling may be used for the purpose of simply delivering information. Like advertising and sales promotion, personal selling is also a method of communication. The primary purpose of MC is to communicate ideas to target audiences. To do the entire selling job 2. Prospecting refers to locating potential customers. This website uses Google Analytics to collect anonymous information such as the number of visitors to the site, and the most popular pages. Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings. 8. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. To assist in training of middleman’s sales personnel. Personal selling is used to meet the five objectives of promotion in the following ways: To search by phrase enclose terms in quotations marks. 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. Sales objectives are broad strokes of the brush, like increasing customer numbers or cutting churn. Personal selling is oral communication with potential buyers of a product with the intention of making a sale. Rasheed Abdul. Sales management covers planning and organizing person­al selling activities. To collect and report market information of interest and use to company management. If you need assistance with writing your essay, our professional essay writing service is here to help! The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. Promotion of sales: The ultimate objective of personal selling is to promote sales by convincing more and more customers to use the product. 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. However, getting a customer to purchase a product is not always the objective of personal selling. To do the complete selling job when there are no other components in promotional mix. To provide technical advice wherever necessary. Image Guidelines 5. Answering queries, 4. Soft Selling . (e.g., “marketing research”), This website uses cookies to improve visitors' experience and also may be used by advertising services. Products with relatively high prices, or with complex features, are often sold using personal selling. 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. Advertising differs from personal selling, in the fact that the former is a monolog activity, but the latter is dialogue. Selling one or more products and services is by definition an objective of personal selling. ← Advantages and Disadvantages of Personal Selling, Advantages and Disadvantages of Personal Selling, Selling Trends: Customer Information Sharing, Selling Trends: Mobile Technology and Social Media, Selling Trends: Electronic Sales Presentations, Selling Trends: Electronic Sales Training, Selling Trends: Controlled Word-of-Mouth Promotion. 2. Scope and Importance of Personal Selling In the US, 14 million people are employed in sales positions, according to the department of labor. Personal selling occurs where an individual salesperson sells a product, service or solution to a client. 2. Personal Selling 101 ii. See when your emails are opened (to know when you’re top of mind). Give direction and purpose and act as a … PART OF PROMOTIONAL MIX: Personal selling is a part of promotional mix, or the communication mix, in the company's marketing program. Keeping this cookie enabled helps us to improve our website. Personal Selling Examples . These are also known as qualitative objectives. To search and maintain customer cooperation. 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. Qualitative Objectives (Long-term) To do the entire selling job. 1. A Five Stage Personal Selling Process. To obtain sales volume in ways that contribute to profit objectives, by selling proper mix of products. Their aim must be to inform and … Personal selling is a promotional method in which one party (e.g. 4. Closing Techniques : Sales Goals : top » marketing » sales » sales strategy » sales objectives . Principles of effective communication are intended to achieve this … Sales Pipeline . 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. These may be developed from different perspectives such as your improvement as a professional, student or person. To serve the existing customers. Hence, the sales volume objective should also be explained. Each objective comprises specific, measurable action items that help salespeople make sure individual and team-wide goals are achieved. — Still and Cundiff. vi. The new type of salesman has to play an important role in the total marketing process. Must Know . To handle the sales personnel of middlemen. For instance, selling may be used for the purpose of simply delivering information. Sales personnel include stockbrokers, manufacturing sales representatives, real estate brokers etc. 5. Upselling . A salesperson can gauge the customer’s reaction to a sales approach and immediately adjust the message to facilitate better understanding. It’s hard to give a personal selling definition when there are so many out there. Learning Objectives. Pricing Strategy . Students are required to use their intelligence in order to explain the points) 1. Great examples include cars, office equipment (e.g. A good example of personal selling is found in department stores on the perfume and cosmetic counters. Download PDF. Thus he must have the ability to learn and ability to communicate expert knowledge, in which he deals. Customer relationship management is a widely used model for managing a company’s interactions with customers, clients, and sales prospects. The first step of the personal selling process is called ‘prospecting’. Download Full PDF Package. To obtain some number of new accounts of given types. Time Management Work without any distractions in … Personal selling carries importance when: 1. Selling is generally one of the most persuasive forms of promotion a company has. It is a creative art. To further comprehend the difference between advertising and personal selling, take a read of the article given below. Feedback helps in taking timely corrective action and in avoiding mistakes. Because selling involves personal contact, this promotional method often occurs through face-to-face meetings, telephone conversation, video conferencing, or online chat. But there are some differences between the two. Upselling . This objective plays a very perfect role … To assist customers in selling the product line (as through “missionary selling”). 4. Personal selling is where businesses use people (the \"sales force\") to sell the product after meeting face-to-face with the customer. 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.”. NATURE OF PERSONAL SELLING 1. Establish Salesforce objectives Similar to other promotional objectives Demand oriented or image oriented. Personal selling can adjust the manner in which facts are communicated and can consider factors such as culture and behaviour in the approach. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. They are usually long-term goals, made up of shorter-term steps. One objective of personal selling aligns closely with other promotional techniques, including advertising and public relations. So it is an educative process. For example, salesmen go to different societies to sell the products. 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 … The most significant strength of personal selling is its flexibility. Key Takeaways Key Points. KnowThis.com uses cookies so that we can provide you with the best user experience possible. Privacy Policy 8. 1. To secure and maintain customers’ co-operation in stocking and promoting the product line. 9. To provide technical advice and assistance to 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. The objectives under this head are: 1. 4 Full PDFs related to this paper. The following are some of the objectives of personal selling −. Salespeople match the benefits of their offering to the specific needs of a client. UNIT I 1 Introduction to Personal Selling. Sales objectives are goals that are used to define sales strategy, performance management and incentives. The objectives can also be quantitative if they are short-term and it could be adjusted from one promotional period to another. 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. 2. Main Steps in the Personal Selling Process. To provide advice and assistance to middlemen whenever needed. Learning Objectives. To secure and retain a certain share of the market. salesperson) uses skills and techniques for building personal relationships with another party is personal selling, here both parties obtain value. 2. 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. Both advertising and personal selling are two major elements of promotion mix, which is employed by the organization to reach communication objectives. Objectives of the personal selling: personal selling has two types of objectives - long termand short term. UNIT I 1 Introduction to Personal Selling. He must satisfy the consumers not only by selling products but also provides knowledge and assistance to satisfy the needs of consumers. There are many steps involved in the process of personal selling: prospecting, pre-approach, approach, sales presentation, handling objectives, and follow up. 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