Personal Selling

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An
Assignment
On

“ PERSONAL SELLING ”

Submitted by:
Jaydip Shah (101)

Dated on:
March 22, 2010

GANPAT UNIVERSITY
V. M. PATEL INSTITUTE OF MANAGEMENT

INDEX
CONTENT
Introduction………………………………………………………………………………….3 What is Personal Selling…………………………………………………………………….4 Advantages of Personal Selling……………………………………………………………..5 Disadvantages of Personal Selling………………………………………………………….6 Types of Selling Roles………………………………………………………………………7 Trends in Selling……………………………………………………………………………8

Controlled Word of Mouth …………………………………………………………8 Customer Information Sharing …………………………………………………….9 Mobile and Web Computing ……………………………………………………….10 Electronic Sales Presentations………………………………………………………11 Electronic Sales Training…………………………………………………………...12 Use of Customer Teams…………………………………………………………….13 Details of the work…………………………………………………………………………14

Eureka forbes………………………………………………………………………14
Coca cola…………………………………………………………………………...15 Conclusion………………………………………………………………………………….17 Bibliography………………………………………………………………………….........18

CONTENT

INTRODUCTION of Personal Selling

In the past few tutorials we saw how marketers can use advertising, sales promotion and public relations to reach a large number of customers. While these methods of promotion offer many advantages, they each share one major disadvantage: they are a non-personal form of communication. And whether a company is in retailing or manufacturing, sells goods or services, is a large multi-national or a local startup, is out to make a profit or is a non-profit, in all probability at some point they will need to rely on personal contact with customers. In other words, they will need to promote using personal selling.

Unfortunately, personal selling is widely misunderstood. For instance, many customers think salespeople possess traits that include being manipulative, arrogant, aggressive and greedy. While many marketers believe salespeople are only out to make a quick sale intended to increase their income and that they often do this by making unscrupulous deals undermining the marketer’s attempt to build strong brands.

While there certainly are some salespeople that fit these descriptions, today the most successful salespeople are those who work hard to understand their customers’ needs with the ultimate goal of ensuring that customer’s needs are satisfied at a high level. And, more importantly, personal selling holds a key role in the promotional activities of a large number of organizations. In fact, in the business market where one company sells products to another company, money spent to support the selling function far exceeds spending on advertising. What is Personal Selling?

“ Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques for building personal relationships with another party (e.g., those involved in a purchase decision) that results in both parties obtaining value. “ In most cases the "value" for the salesperson is realized through the financial rewards of the sale while the customer’s "value" is realized from the benefits obtained by consuming the product. However, getting a customer to purchase a product is not always the objective of personal selling. For instance, selling may be used for the purpose of simply delivering information.

Because selling involves personal contact, this promotional method often occurs through face-to-face meetings or via a telephone conversation, though newer technologies allow contact to take place over the Internet including using video conferencing or text messaging (e.g., online chat).

Among marketing jobs, more are employed in sales positions than any other marketing-related occupation. In the U.S. alone, the U.S. Department of Labor estimates that over 14 million or about 11% of the overall labor force are directly involved in selling and sales-related positions. Worldwide this figure may be closer to 100 million. Yet these figures...
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