Thapa, Gopal, Dipendra K. Neupane and Dilli Raj Mishra. Elementary Marketing. His tone of speaking should be natural so as to create receptivity among the listeners. 2. In fact, most of history’s successful entrepreneurs have been skilled salespeople, able to represent and promote their companies and products in the marketplace. Communication skill is an asset for the salesman. Types of Personal Selling Roles As we noted above , worldwide millions of people have careers that fit in the personal selling category. He should be honest, sincere, dependable and cooperative. Personal selling is of different types. 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. 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. Door to door Selling – salespeople who visits house by … Consultative selling. Salesmen educate the consumers about new products and about new uses of existing products. A salesman should have a good personality. It provides knowledge about the tastes, habits, and attitudes of the customers. He should be polite and humble in talking to the customer. personal selling A promotional tool in which a salesperson communicates one-on-one with potential customers. It is important for him to determine and convince the customers about the products. Trade Selling. Personal selling is a goal-directed activity, therefore, the chances of wastage of efforts are minimum in personal selling in comparison to advertising. Salespeople are the firm in a customer's eyes ... Three Types of Personal Selling. But he should be flexible because a formula will become irrelevant when the state of business changes. It includes every relationship which established among the people. Advertising is any form of paid sales presentation that is not done face-to-face. They are largely involved in drugs, medicines, grocery, etc. Inside order takers, delivery salesperson, merchandisers, technical salesperson etc. They help in the installation of the products like computer or plant and machinery at the customer's place. Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. They are employed by manufacturers and do the work of missionary nature. Personal selling uses in-person interaction to sell products and services. Salespeople may learn about competitors’ products, for example, or about emerging customer needs that may lead to the development of a new product. Personal selling can be defined as an oral presentation in conversation with one or more prospective customers for the purpose of making sales. It involves individual and personal communication as compared to the mass and impersonal communication of advertising and sales promotion. The salesperson must have a sense of determination to secure the customer. The wholesaler’s salesman are the salesman who calls on retail dealers at regular intervals to book their orders. Using this type of sales technique, a salesperson will identify and figure … Salesmanship is a highly skilled vocation. Personal Selling 101 ii. Order Taking 2. Sales engineer are that salesman who deals in high-value goods like computers, automobiles, refrigerators, washing machines, and television set. For example, many companies send their sales executives to make sales presentations at prospective customers’ homes or businesses on a face-to-face basis. TYPES OF PERSONAL SELLING 1. The salesperson must have a sense of determination to secure the customer. These mental qualities will help a salesman in winning permanent and regular customers. This is a type of selling where product offerings are sold through a network of middlemen to other resellers. Television and radio commercials, newspaper and magazine advertisements, and direct mail inserts are well-known forms of advertising. Personal selling is a process. The long-term objectives, which are more or less permanent, are broader. The main thing that sets personal selling apart from other methods of selling is that the salesperson conducts business with the customer in person. 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. It is the most important ingredients in the promotion mix. He should not lose confidence and give up the customer so easily. In this way, personal selling supports advertising. These are also known as qualitative objectives. Types of Personal Selling. A salesman should be social and have the ability to mix with people. In personal selling, a salesman can select the target market and concentrate on the customers. He should be able to interact with all types of people. Deciding how to allocate resources for each component involves a number of factors. The wholesaler’s salesman may be the outdoor or indoor salesman. 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. He may be a “pioneer salesman”, merchandising salesman or a ‘dealer servicing salesman’. people who try to sell the company product at supermarkets. Critical link between firm and customers 2. • 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. 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.. Personal selling searches for customers offers for sale, create confidences and execute sales through different activities. Types of Personal Selling and reasons to practice personal selling for new product. 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. Pioneer salesman are also known as a creative salesman. So, dependability is must needed for a salesman to develop his sales career. Kathmandu: Buddha Academic Publishers and Distributors Pvt. Milkman, Fisherman and nowadays bakery staffs are brought through three wheels. Face- to –face contacts with customers is the most effective means of communication. A salesman should have a good communication ability. Business-to-Business Selling. Personal selling involves individual and personal communication as compared to the mass and impersonal communication of advertising and sales promotion. This type of selling is sometimes called door-to-door selling. Personal selling in most cases leads to an actual sale. Consultative Selling. Types of Personal Selling. An example of public relations might include a company sponsoring a charity event. A salesman should possess good health because it is the key to his efficiency. He should not be shy among the people. Personal selling is one part of a company’s promotion mix, along with advertising, sales promotion, and public relations. It is selling … He should have the patience to listen to the customers and remove their objections. There can be more than one community in a society. They are known as specialty salesman. They help to maintain equilibrium between demand and supply. Need-Payoff Questions. 1. 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. Personal selling is face to face activity, customers therefore obtain a relatively high degree of personal attention. However, the actual functions carried out by someone in sales may be quite different. He should not lose confidence and give up the customer so easily. They bring samples of new products, take orders and organize window display. A good salesman should know the features, benefits and other particulars of the product which is to be sold. A pleasing and charming personality always creates a good impression on the prospects. Retail selling: In this the sales person communicates directly with individual customers. Merchandising salesman is the salesman who gives suggestions on display, store- layout, service layout, service facility, etc. An effective salesman must possess certain mental qualities like imagination, foresightedness, presence of mind, strong memory power, and initiative. It requires certain training and a specific bent of mind. Planning the selling program and implementing and evaluating the personal selling effort of the firm. In personal selling, a salesman can pinpoint the prospect and actual demonstration of the product can be made through two –way communication. 1. This results in reduction of wastages. Kathmandu: Asmita Books Publishers and Distributors (P) Ltd., 2014. • Specify the functions and tasks in the sales management process. 5.Demonstrate the product 6.Frequent meetings help in building long term relationships 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. 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. An effective salesman must possess certain mental qualities like imagination, foresightedness, presence of mind, strong memory power, and initiative. Introduction to Marketing. 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. They call on distributors – wholesalers, retailers, professional customers, in order to promote the products. Outside sales. Service salesmen are appointed by the institutions providing intangible/ individual services like banking and insurance companies. 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.”. Advertising attracts customers but their doubts and questions about the product are answered by salesmen. The objectives under this head are: The personality includes a way of speaking, voice, posture, habits, etc. Conversely, personal selling cannot reach as many potential customers as advertising, plus the cost of each contact is much higher. He handles their complaints and assists them in getting value for their money. Dealer salesman is that salesman who calls on retailers in their territory and visits them often. Sales Management. Role of Personal Selling in Marketing. 1. Persuasion: Personal selling requires persuasion on the part of the seller to the prospective customers to buy the product. 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. A manufacturers salesman is engaged in creating and cultivating outlets for a new product. A driver-salesperson merely delivers the product and has few selling responsibilities. He should have the quality of adjusting the customers of different nature. It is a useful method of understanding the needs and behavior of customers. 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. 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. It is a network of social relationships which cannot see or touched. It comprises – prospecting, pre approach, presentation, handling of the objection, closing and follow up. They usually develop goodwill. Personal selling is a mode of direct 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. He should not get provoked even under worst circumstances. 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. A salesman should have the good vocational skill to deal with the customers. 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. 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. Commerce Mates is a free resource site that presents a collection of accounting, banking, business management, economics, finance, human resource, investment, marketing, and others. 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 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. 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. Sunday, July 26, 2015 Amit Chaudhary. He should be able to speak freely, clearly and in a well-pitched voice. You’ve likely heard sales leaders talk about selling and pricing based on … Koirala, Dr. Kundan Dutta. Television and radio commercials, newspaper and magazine advertisements, and direct mail inserts are well-known forms of advertising. According to W.J. helps in service selling situations. Slide 16 Main types of personal selling Delivery people – E.g. Retail Selling: In retail selling, the salesperson communicates directly with individual customers. He should communicate with the people in a good manner. It is a complete promotional technique of keeping customers satisfied. It assists customers in satisfying their wants. 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 offers entrepreneurs both advantages and disadvantages in comparison with the other elements of the promotion mix. It is the most expensive form of promotion per contact. They create demand for the products. 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. Auction selling: Auction selling is a method of sale under which the company sales executive or … A small business may choose to use any or all of the promotion mix elements in selling its products. It encompasses … It is important to educate the consumers about the product. Personal selling has a permanent place in promotion and distribution. He should have ambitions and enthusiasm to become a good salesman. 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. Personal selling helps in minimum wastage of the goods.In personal selling, a salesman can select the target market and concentrate on the customers. Consultative selling is especially effective in technical sales. A salesman should have the ability of patience. 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. Stay connected with Kullabs. 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. There are many different types of personal sales jobs. Definition of Personal Selling-Some basic definitions are given below: 1. Salespeople – E.g. As it stands today, consultative selling is the highest level of selling. Sign up and receive the latest tips via email. Personal Selling: People Power. He should have sufficient patience to listen to customers and clear their doubts. He need not communicate with the people. You can find us in almost every social media platforms. 3. 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. Role of Personal Selling: Personal selling is an important tool in the marketing of goods and services. Their job requires greater persuasion as compared to the job of salesmen dealing in tangible products. … They arrange wide publicity and conduct demonstration for dealer salesmen by working along with them. Intermediaries. 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. Discount Policy A salesman provides information, education, and guidance to customers. 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. 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. Personal selling is one part of a company’s promotion mix, along with advertising, sales promotion, and public relations. • Describe the stages in the personal selling process. Dependability is the must needed for a salesman.The salesman can win permanent customers if he is honest, sincere and dependable. This role involves spending a lot of time visiting prospects and clients in person. Community smaller than society. Retail Selling. Personal selling also creates employment opportunity to the people.It helps to increase aggregate sales and production in the country thereby increasing employment opportunities. Hard selling involves getting someone to buy a product even though he doesn't want or need it. • Recognize different types of personal selling. He should be able to win the confidence of the customers if he is to succeed in his vocation. 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. Order Getting 3. On the positive side, personal selling allows the salesperson to target the message specifically to the audience and receive immediate feedback. Order-creators are outside the ordering process, speaking to specifiers rather than buyers. These salesmen can meet the public to convince them about the need of saving for better future. 2. This type of selling task involves selling to individuals physical products and services such as double glassing, encyclopedias, cars, insurance and personal pension plans. 6. Personal selling helps to educate the consumers about the products.Salesmanship is not simply a tool of convincing people to buy certain products. 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. In this way, it is more precise than other forms of promotion and often has a greater persuasive impact. common interests and common objectives are not necessary for society. Professionals in the order-takers category respond to already committed customers. Another advantage is that personal selling can be an important source of marketing information. Needs-Oriented Selling. 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 Ltd, 2014. Personal selling helps in the effective sales of products. Personal selling has two types of objectives-long-term and short-term. 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 the most important ingredient in the promotion mix. Communicate with the customers and remove their objections in a society needs and behavior customers. 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