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Personal Selling

Page 1 of 15
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...