Objectives After reading this chapter you shall get an introduction to personal selling and its importance
Objectives:
After reading this chapter you should be able to:
1. Define personal selling
2. Explain the relationship between personal selling and marketing
3. Explore the personal sales career
Everyone has ideas about what is involved in sales and selling. Regardless of who or what you are, you have done form of selling. Examples, attempting to get an extension on the due date for a term paper, or obtaining a job, or asking for salary increase or governments trying to attract tourists.
To ranging degrees each one of us employs personal selling in our day to day activities. It is important to understand personal selling in terms of responsibilities and characteristics and how to use it to better our lives and perform efficiently.
The selling task:
Personal selling: is a formal, paid for, personal presentation of some aspect of a company to an individual or group.
These presentations are important stimulates for sales and profits of the company. Successful personal selling requires a very professional person – well trained and well educated.
Previously the stereotype of sales person was:
1. Pushy
2. Not a job for a person with brain or well educated
3. Salesperson must lie and be deceitful to succeed.
These beliefs no longer make it possible to succeed in personal selling with the high competition, increased technical sophistication of products and increased buyer knowledge.
Currently the successful sales person requires:
1. Good understanding of the company's products and how they satisfy the needs of the customer.
2. Good training in sales techniques.
3. Credibility and reliability. In recent surveys they found college students feel a sales job is challenging rewarding job, good use of the education of the sales person and requires high degree of professionalism and creativity.
The importance of personal selling:
1. The sales person is the personification of the seller's company (the image of the company)
2. Everyone in business uses some
After reading this chapter you should be able to:
1. Define personal selling
2. Explain the relationship between personal selling and marketing
3. Explore the personal sales career
Everyone has ideas about what is involved in sales and selling. Regardless of who or what you are, you have done form of selling. Examples, attempting to get an extension on the due date for a term paper, or obtaining a job, or asking for salary increase or governments trying to attract tourists.
To ranging degrees each one of us employs personal selling in our day to day activities. It is important to understand personal selling in terms of responsibilities and characteristics and how to use it to better our lives and perform efficiently.
The selling task:
Personal selling: is a formal, paid for, personal presentation of some aspect of a company to an individual or group.
These presentations are important stimulates for sales and profits of the company. Successful personal selling requires a very professional person – well trained and well educated.
Previously the stereotype of sales person was:
1. Pushy
2. Not a job for a person with brain or well educated
3. Salesperson must lie and be deceitful to succeed.
These beliefs no longer make it possible to succeed in personal selling with the high competition, increased technical sophistication of products and increased buyer knowledge.
Currently the successful sales person requires:
1. Good understanding of the company's products and how they satisfy the needs of the customer.
2. Good training in sales techniques.
3. Credibility and reliability. In recent surveys they found college students feel a sales job is challenging rewarding job, good use of the education of the sales person and requires high degree of professionalism and creativity.
The importance of personal selling:
1. The sales person is the personification of the seller's company (the image of the company)
2. Everyone in business uses some