It is the very reason for which the prospect was contacted. Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. Involvement in the decision process: Through consultative selling and relationship marketing, the supplier becomes more of a partner in the buying decision process, acting in combination with the buyer to solve problems. Closing refers to asking for the order. So the company has to recruit and train staff frequently. The role of personal selling is an important part of many business models. A Promotional activity by which the consumers are personally encouraged and convinced to buy the goods and services of a manufacturer is called personal selling. 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. The first impression is not just important but crucial to the success of a sales call. Encourage your sales team to use these strategies to build and maintain successful, authentic relationships with your customers, and hopefully help your customers become strong … A great lesson I learned from this is that the best salespeople are the ones you trust.”. In most situations a good product and competition knowledge, and an understanding of human behaviour is of considerable help to salespersons. Personal selling involves a face to face interaction with the customers wherein there is quick response and personal confrontation. It can be in the form of a meeting, email, phone call, or video chat, but this direct communication isn’t the only factor that makes this sales approach personal. This applies to in-person meetings, calls, and even initial emails. Closing is the sum total of all the sales presentation steps. Many salespeople, perhaps because they lack confidence, feel uneasy, fail to perceive the positive cues indicating the prospect’s readiness, and fail to take the step of asking for order. It is the primary way to sell products and services in many industries and is particularly common in high value business-to-business sales. Personal selling can be defined as "the process of person-to-person communication between a salesperson and a prospective customer, in which the former learns about the customer's needs and seeks to satisfy those needs by offering the customer the opportunity to buy something of value, such as a good or service." In the language of sales and marketing, "personal selling" singles out those situations in which a real human being is trying to sell something to another face-to-face. Personal selling is a promotional method in which one party (e.g. High cost-per-action (CPA): CPA can be an important measure of the success of promotion spending, the money spent to support a sales staff (i.e., salesforce) can be steep because it involves person-to-person contact. The oldest method is the stimulus-response theory of learning (sometimes called canned presentation). V. S. Ramaswamy, S. Namakumari; 2009; Marketing Management; MacMillan Publishers Pvt Ltd. Kotler, Keller, Koshy, Jha; 2009; 13th Edition; Marketing Management: A South Asian Perspective. Some proven techniques include: Salespersons can use different approaches to making sales presentation. In simple words, It is an art of persuasion in which the salesperson tries to win the confidence of the customer and also tries to know the importance of marketing strategies. Prior to the development of the advertising technique, personal selling used to be the only method used by manufacturers for promotion of sales. Managing time is important because there is documentation to be done behind every sale but while doing this documentation, you are unlikely to … A salesperson should be prepared to face such objections. Put yourself head and shoulders above the competition by overpreparing. In case of mass communications this direct feedback is not available and suchinformation cannot be obtained immediately. But it does mean that over 40% of prospects are open to sales meetings. Turn how you can add value to your client into a story, with a clear beginning (now), middle (how you’ll work with them) and end (the results they can expect). What is the value of this potential sale? The list is endless. Personal selling is a goal-directed activity, therefore, the chances of wastage of efforts are minimum in personal selling in comparison to advertising. Unfortunately, personal selling is widely misunderstood. 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