Personal Selling
Personal selling का मूल रूप से मतलब यही है कि salesperson या customer के बीच किसी वास्तु को बेचने के लिए क्या कहा जाए|
It is direct communication between salespersons and prospects that leads to purchase order customer satisfaction Post-sale Service. Two-way communication Prospect is somebody who a salesperson believes has a good chance of turning into paying customer.
Personal selling refers to the process of personal communication of information to persuade Somebody to buy something.
The objective of personal selling
- Generate demand
- Handling Customer
- Educating Customer
- Building Relationship
- Getting Feedback
- Increase distribution outlets
- finding new Customers
- Sales maximization
Nature/characteristics of Personal Selling
- Direct and face-to-face communication.
- Immediate Feedback
- Two Communication.
- Way flexible
- Poor reach
- High customer engagements
- Persuasive Activity (motivate to people buy the product )
Importance of personal selling
- Effective planning
- Promotion tools
- Minimum wastage of resources
- Demonstration
- It helps to build relationships in marketing
- More Customer Satisfaction
Process of Personal Selling
- Prospecting and qualifying
- Pre approach
- Presentation and Demonstration
- Handling objections
- Closing
- Follow-ups
Types of personal selling situations
The situations where personal selling is more effective than advertising.
- Retail Selling
- B2B selling
- Loans Insurance Schemes
- New Product Launches
- Industrial and instituonal products
- High-value items
- Missionary selling
Advantages of personal selling
- Higher customer satisfaction
- Persuasive Activity
- Customized message
- Interactivity
- Build strong Relationship
- Flexible
- opportunity to close the sale
- Quick feedback
Disadvantages of Personal Selling
- Higher cost
- Manpower intensive
- The skill of salesmanship is mandatory
- Poor Reach
- Time-Consuming
- Ethical problem
- Management conflict
- The message may be inconsistent ( Seller अपने according to message को change करे )