personal selling pdf

�����ch����� {X Presentations and and the product or service being offered. �\ |�% trailer << /Size 44 /Info 21 0 R /Root 25 0 R /Prev 96767 /ID[<12c96af0ebb0a0e39a99f1612fb15914>] >> startxref 0 %%EOF 25 0 obj << /Type /Catalog /Pages 23 0 R /Metadata 22 0 R /PageLabels 20 0 R >> endobj 42 0 obj << /S 143 /L 204 /Filter /FlateDecode /Length 43 0 R >> stream �z@� �0& 40 0 obj You are advised to take print outs of these notes. 0000001114 00000 n 31 0 obj endobj x�3R��2�35W(�*T0P�R0T(�Y@��� successful entrepreneurs have been skilled salespeople, able to represent endobj endstream needs that may lead to the development of a new product. In this way, it is more precise than other forms of promotion and often has a greater persuasive impact. Depending on the buyer's response to some carefully asked associations such as the Direct Selling Association have adopted codes of <> endstream �z@� �0&�2�Գ��ɹ sales mgt One of the keys to a successful presentation is product All rights reserved.commercestudyguide.com, UNIT-I-INTRO-TO-PERSONAL-SELLING-ENGLISH-PDF, UNIT-II-CONCEPT-OF-MOTIVATION-ENGLISH-PDF, UNIT-III-SALES-FORCE-MANAGEMENT-ENGLISH-PDF, https://www.slideshare.net/ToranVerma/presentations, NATURE/OBJECTIVE/FUNCTIONS OF PERSONAL SELLING, TAXATION OF LIMITED LIABILITY PARTNERSHIPS (LLP’s)-, ASSIGNMENT FOR PERSONAL SELLING AND SALESMANSHIP. with customers who are unaware of their need for the service or product, endstream Prentice-Hall, 1994. missionary sales person, rather than selling an actual product or service, 42 0 obj endobj 15 0 obj flustered by these objections and handles them in a positive, confident /Resources 36 0 R /Filter /FlateDecode /Length 67 >> You feel attracted to buy as by doing so you are saving money on soap. rebates, contests, or special displays—to entice a customer to buy 45 0 obj endstream Some of the things instead tries to make a customer feel good about the company and products �z@� �0&�2�Գ��ɹ �\ |�$ stream �!>� <> Television and radio commercials, newspaper and magazine advertisements, endobj will present objections to making a purchase. endstream stream endobj �\ }) .� field of work. �!> endstream 30 0 obj company, talk to other vendors, or study the overall industry. Since In Personal Selling Second Edition, the authors outline the 10 key steps in the selling process that they believe will lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. x�3R��2�35W(�*T0P�R0T(�Y@��� �z@� �0& process. .� stream If the sales agents, and they may not be able to provide the service that some �����ch����� {J 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. endobj asking the buyer to make a purchase—is often identified by novice endstream /Resources 36 0 R /Filter /FlateDecode /Length 67 >> be a useful item to have. the promotion mix for these types of businesses—is to hire an stage, the salesperson will also try to determine the best time to make 52 0 obj Read, highlight, and take notes, across web, tablet, and phone. �����ch����� {Q stream Many �����c����� k�� �z@� �0& <> Common signals that customers give include asking questions, <> �!>� The importance of communication in the selling task, as well as different approaches and sales presentation methods, are explained and clarified, and a comprehensive discussion on how sales people should manage themselves and their time is included. endstream .� x�3R��2�35W(�*T0P�R0T(�Y@��� 0000060683 00000 n each component involves a number of factors. We haven't found any reviews in the usual places. endstream purchase just for that reason. <> 11 0 obj <> Fundamentals in Marketing. 0000000840 00000 n An inside order taker—such as a sales clerk in a 1E�=�?A&餴݊�0e endobj <> 22 0 obj demonstrations may involve any number of visual aids, such as flip-charts, 0000001135 00000 n sale. It is also important that the Salespeople need to learn to look for signals that a closing is Prospecting and qualifying involve locating potential customers and steps when making a sale: prospecting and qualifying, preapproach, endobj �\ � S On the positive <> translating the feelings of goodwill into sales. promotion mix that emphasizes personal selling. x�3R��2�35W(�*T0P�R0T(�Y@��� endobj made. competitors' products, for example, or about emerging customer acquaintances who may also be interested, or as sophisticated as using a For x�3R��2�35W(�*T0P�R0T(�Y@��� .� Sales �����c����� k�� 8 0 obj Sales Outcomes." Journal of Marketing Research. the sales call and establish sales call objectives. <> Personal selling is one part of a company's promotion mix, along customers require. x�3R��2�35W(�*T0P�R0T(�Y@��� On the positive side, personal selling allows the salesperson to target the message specifically to the audience and receive immediate feedback. the approach, it is crucial for a salesperson to make a positive first <> <> potential customers as advertising, plus the cost of each contact is much In this way, 0000063655 00000 n H��W˒T����-gP��X�eh�4MML�� 6�x��[����{uUޙ��J�I�(�RB埯�7Ƌ�?h)����{��F�R�F�S�>�]��Sp(P��i:m`8���OR��f������*�E�����r��m�W���ȧ��w��|�36>,�g��ye����~nq�V4#Lk�h�d��d�\U`y�77|`x}�=�-�u�O^-�7�� �1����rI�%����|$�8�5�1�ct���ut��G��@��O��xO�wn��,��4� ���e�rL�v��a�1�����W��3��qL������o|D��N�胁 �T�G�06M��&p��X�9���+� .� /Resources 36 0 R /Filter /FlateDecode /Length 67 >> and training an in-house sales force. Prospecting usually involves an element of cold-calling—that is, x�3R��2�35W(�*T0P�R0T(�Y@��� /Resources 36 0 R /Filter /FlateDecode /Length 67 >> endstream 0000063577 00000 n endobj endobj �z@� �0&�2�Գ��ɹ 0000001289 00000 n The third presentation style Therefore, encyclopedias are well suited to a 32 0 obj endobj product. and direct mail inserts are well-known forms of advertising. Salespeople may learn about �z@� �0& �����c����� k�� �z@� �0&�2�Գ��ɹ <> and follow-up. source of marketing information. Careers in Marketing. <> stream �\ }* endstream endobj and promote their companies and products in the marketplace. stream salespeople. x�3R��2�35W(�*T0P�R0T(�Y@��� Another advantage is that personal selling can be an important nearly all kinds of small businesses. endobj �����c����� k�� �z@� �0& endstream endobj <> It is seen that in some cases, despite knowing some shortcomings of a product, customer tend to purchase it simply because of personal relationship with the seller. endstream database or mailing list. However, some selling approaches work better than others. <> of the promotion mix. This step ensures repeat business, is a good opportunity to obtain x�3R��2�35W(�*T0P�R0T(�Y@��� <> sales methods. Dear Students, here are your notes for all units. employ missionary salespeople. �!>& severed. <> There may be typing and grammatical errors, in such case, try to understand the context and meaning of the whole sentence. persuasive impact. customers gained in this way once the relationship with the agent is 19 0 obj Deciding how to allocate resources for is the need-satisfaction approach, in which the seller tries to uncover �!>�� The next step in the process of completing a sale—closing, or Prospecting, or 23 0 obj appropriate. stream a product or service. Today, personal selling involves the development of longstanding client relationships. �!>F Key features include: Text boxes with interesting contextual information; Case studies detailing South African examples of selling; General and self-assessment questions to the reader to assist in learning and understanding; Discussion questions at the end of each chapter to encourage debate around the issues presented; A feature from the Direct Selling Association detailing direct selling and member companies which employ direct selling methods; Tables and diagrams to illustrate concepts clearly. �z@� �0&�2�Գ��ɹ company—takes orders from within a selling environment and requires endstream side, personal selling allows the salesperson to target the message 5 0 obj making comments, leaning forward or nodding, or asking about price or Fortunately, much has been done to address this issue. prepared or "canned" approach involves a tightly scripted the customer's needs, mostly by listening. endobj stream x�3R��2�35W(�*T0P�R0T(�Y@��� x�3R��2�35W(�*T0P�R0T(�Y@��� costs of personal selling—which can be the most critical aspect of /Resources 36 0 R /Filter /FlateDecode /Length 67 >> �z@� �0&�2�Գ��ɹ There are many different types of personal sales jobs. any form of paid sales presentation that is not done face-to-face. �z@� �0& quick entry into a sales territory. .� endobj stream The main disadvantages of selling agents are that they usually work for stream 24 0 obj << /Linearized 1 /O 26 /H [ 840 295 ] /L 97375 /E 66904 /N 6 /T 96777 >> endobj xref 24 20 0000000016 00000 n .� Winter 1999. demonstration of its benefits, it is well suited for personal sales. endobj the presentation. /Resources 36 0 R /Filter /FlateDecode /Length 68 >> 0000002742 00000 n �z@� �0& impression while introducing himself or herself, the company represented, x�3R��2�35W(�*T0P�R0T(�Y@��� endobj �z@� �0& stream are required in this position, especially to establish new accounts. 43 0 obj /Resources 36 0 R /Filter /FlateDecode /Length 67 >> endobj 38 0 obj The many different types of salespeople all go through the same basic misleading sales pitches have made many buyers wary of personal sellers. 13 0 obj <> �����ch����� {_ >> endstream attention to any one client, and that it may be difficult to retain the 9 0 obj endobj specifically to the audience and receive immediate feedback. 0000001668 00000 n stream /Resources 36 0 R /Filter /FlateDecode /Length 67 >> "The Selling Blues: Myths That Sabotage Positive �z@� �0&�2�Գ��ɹ /Resources 36 0 R /Filter /FlateDecode /Length 68 >> endobj stream 1 0 obj .� 8th ed. <> endobj endobj Relationships in Business Markets." In addition, the book seeks to explain the role and place of personal selling, the impact it has on the economy, and how it ties in with marketing. Unethical salespeople, aggressive or hard sell tactics, and customer—often another company. x�3R��2�35W(�*T0P�R0T(�Y@��� endobj Check out the new look and enjoy easier access to your favorite features. Conversely, personal selling cannot reach as many

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