He informs them of new products and explains to them how best they can use these products. To create new wants and to maintain the demand; v. To conduct effective selling at a minimum cost; vi. Content Guidelines 2. A sales target serves as a motivation for the sales person and the sales person adopts a persuasive approach to increase sales volume. 108 The Importance of Personal Selling What is personal selling? Personal selling is important in the following ways: Many a times, the consumer has certain doubts or emotional objection regarding the features or the usefulness of the product. What is personal selling? The following variables should be considered while formulating sales strategy. The Importance of Relationship Selling. People prefer to understand the usage of the product by demonstration. Among the various promotional strategies, personal selling occupies a place of outstanding significance. There is a vast difference among the people in terms of culture, behaviour, psychology, income etc. The Selling Importance of Marketing. Generates latent Demand – It converts latent demand into effective demand. The ultimate objective of producing goods and services is to sell them to the consumers. Under the retail channel, a sales person interacts with potential customers who come on their own to enquire about a product. Importance of Personal Selling – Eliminates Ignorance, Increases Sales Volume, Assists Customers, Increases Customer Satisfaction and Helps in Finding Prospects Personal selling … The personal selling may focus initially on developing a relationship with the potential buyer, but will always ultimately end with an attempt to “close the sale” Importance of personal Selling Personal selling is an important element of promotion mix and an effective promotional tool. Salesman can provide necessary information to customer about company’s offer, and also can collect information from customer. Induces Customers C. Importance to Society – 1. What is Personal Selling?We all know, or at least have an impression, of what personal selling entails. Selling is ultimately about collaboration, not your own personal chance to shine. It involves personal selling conducted entirely by telephone either outbound (when salespeople contact customers) or inbound (when customers call to obtain information and make purchases). Personal selling plays a very productive role in the economic progress of society. The customers are benefited by personal selling in the following ways: i. Thus they are able to make informed decisions. Selling is one element of marketing, which is the process of developing a product or service offering, communicating the benefits through promotions and managing the ongoing exchange of value with targeted customers. He removes every doubt from the minds of the purchasers and convinces them about the quality of the goods and credibility of the producer. (ii) Latest Market Information – It helps customers to get latest market information regarding price changes, product availability, new products and competitor’s products and their comparisons. Personal selling plays a dynamic role as well as decisive role in selling. Role and Importance of Personal Selling: Personal selling consists of individual and personal communication with the customers in contrast to the mass and impersonal communication through advertising. Helps in Identifying Needs 2. Researches have shown that Indians do not believe in reading and’ following instructions of any kind. Salesmanship is essential to convert the effect of advertising into sale. Another advantage is that personal selling can be an important source of marketing information. Due to increased expectations of consumers on one end and customer orientation approach of companies on the other end, the personal selling is given more priority. Salesmanship offers triple rewards. Employment Opportunities 3. To collect information about markets and pass it on to the manufacturers. Although personal selling is useful for almost every product or service, it is particularly important when: 1. There are several significant initiatives that salespeople can adopt in order to remain the ideal partner to an interested customer. Prohibited Content 3. New products can be introduced in the market through personal selling. Privacy Policy3. (iii) He creates more and more regular demand thus makes planned and regular mass production possible. However, television demonstration is much limited. This will improve the competitive strength of the organisation. It benefits all parties, including customer, salesman, and company. Importance of Personal Selling – To Introduce a Product to the Customers, to Create New Wants and to Maintain the Demand and a Few Others, Importance of Personal Selling – For a Business Firm, Customers and Society, Importance of Personal Selling – Benefits to the Business, Customers and Society, Importance of Personal Selling – Eliminates Ignorance, Increases Sales Volume, Assists Customers, Increases Customer Satisfaction and Helps in Finding Prospects, Importance of Personal Selling – Importance to Businessmen, Customers and Society, Importance of Personal Selling – Personal Interaction, Quick Response, Increases in Sales Volume and Easy Customer Assessment, Importance of Personal Selling – Services to Consumers, Services to Producers and Services to the Society, Importance of Personal Selling – From the Consumer and Businessman Perspective. (ii) Employment Opportunities – Increased production creates more employment opportunities. Except television advertisements, demonstration is not possible. There are two types of Personal Selling Objectives viz.- qualitative and quantitative. Modern salesmanship plays an important part in the present day world. Personal selling costs can be controlled by adjusting the size of the sales force (and resulting expenses) in one-person increments. uses of buying motives in personal selling/ importance of knowing buying motives in personal selling March 24, 2020 March 24, 2020 TORAN LAL VERMA Buying motives are the “inner feelings” of the buyers and he tries to satisfy them at any rate to the maximum possible extent. Flexible Tool – Personal selling is more flexible than other promotional tools such as advertising and sales promotion. Many companies enjoy a strong position in market only due to effective personal selling. 6. As a matter of fact, volume of sales and goodwill largely depend upon the character of salesmanship offered. 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A society several significant initiatives that salespeople can adopt in order to remain the ideal partner to an interested.. From salesclerks at clothing stores to engineers with MBAs who design large, complex systems for.. Cost ; vi individual nature, or at least try the product in. And conditions such as payment, delivery etc, delivering goods and services one... Hand of businessman for increasing production, more job opportunities, higher incomes and improved standard of living character! Get latest market information regarding price changes ; product availability and new customers and convince them into the! In B2C selling that Indians do not believe in reading and ’ following instructions any! For the new products that will match the market by identifying new customers society. 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