Personal selling

They show certain variety of goods to you, try to explain the features of the products, if required demonstrate the functioning of the items. inform you about the price concession available, persuade you to buy the product and also in some cases promises you to bring certain items of your choice in future.

So not only do they inform and explain to you about the product but also persuade you to buy those items and want you to buy from them in future also. On the other hand, you also gather more information about the product, see and handle it personally to judge it better You can also find personal selling in some shops where salesmen are employed by the shopkeeper to use this technique. For example, you can find such salesmen in jewellery stores, saree houses,

definition Personal selling is face to face communication with potential buyers of a product with the intention of making a sale. 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"

definition Personal selling is Personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships. Personal selling is personal communication that attempts to inform customers and persuade them to purchase products or services.

Essential elements of Personal Selling Face-to-Face interaction: Personal selling involves a salesmen having face-to-face interaction with the prospective buyers. Flexibility: The approach of personal selling is always flexible. Sometimes salesman may explain the features and benefits of the product, sometimes give demonstration of the use of product and also faces number of queries from the customers. Looking into the situation and interest of the customers, the approach of the salesman has to be decided instantly.

Persuasion: Personal selling requires persuasion on the part of the seller to the prospective customers to buy the product. 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. Supply of Information: Personal selling provides various information to the customers regarding availability of the product, special features, uses and utility of the products. So it is an educative process. Mutual Benefit: It is a two-way process. Both seller and buyer derive benefit from it. While customers feel satisfied with the goods, the seller enjoys the profits.

Role of personal selling Prospecting-searching for new customers Researching customers-to learn their tastes, preferences, and need. Communicating effectively- depends on the communication skills of the seller, they have to tell the customer about the benefits of the product. persuasion

To service the existing accounts-to maintain contact with existing customers. To keep customers informed on changes in the current product or about any new product. To collect and report market information of interest and use to company management. To assist(or handle) in the training of middlemen

Selling – By far, the most important objective of personal selling is to convince customers to make a purchase. Servicing - providing support and service to the customer in the period up to delivery and also post-sale

advantages of using personal selling Personal selling is a face-to-face activity; customers therefore obtain a relatively high degree of personal attention The sales message can be customised to meet the needs of the customer The two-way nature of the sales process allows the sales team to respond directly and promptly to customer questions and concerns

Personal selling is a good way of getting across large amounts of technical or other complex product information The face-to-face sales meeting gives the sales force chance to demonstrate the product Frequent meetings between sales force and customer provide an opportunity to build good long-term relationships

Salesmanship meaning Salesmanship is one aspect of personal selling. It is the art of successfully persuading prospects or customers to buy products or services.

According to Whitehead. “it is a method of arriving at a common point of view with the prospect in regard to the desirability of some article, service or idea.” Salesmanship may also refer to convincing a customer by certain technique and he is really persuaded for buying the particular product.

Helps to increase the sales volume Salesmanship helps to create demand for new products or new brands. It influences to change in patronage from one source of supply to another. As it wins the buyer's confidence so it helps to make regular and permanent customers.