2. Plagiarism Prevention 4. To provide technical advice and assistance to customers (as with complicated products and where products are specially designed to fit buyers’ specifications). Objectives of Personal Selling: The major objectives of salesmanship are as follows: (i) Attracting the Prospective Customers: The first and foremost objective of a salesperson is to attract the attention of people who might be interested to buy the product he is selling. Personal selling is a broader concept. 8. It contacts the concerned persons in person and hence it is more effective. Unlike advertisement which offers the consumer a reason to buy; sales promotion offers an in incentive(any ⦠Types of personal selling objectives Depending upon company objectives and the promotion mix, personal selling may be assigned such qualitative objectives such as:- 1. Personal selling is an approach that individualizes the sales process. Report a Violation, Importance of Personal Selling (10 Benefits). 9. Upselling . To assist in training of middlemanâs sales personnel. To keep customers informed of changes in the product line. The company do not go for advertisement. Stage One â Prospecting. To provide advice and assistance to middlemen on various management problems. Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. This is accomplished by salespeople who genuinely take interest in prospects, listen to their needs and make honest product or service recommendations that best match. Stages and objectives of the personal selling process STAGE OBJECTIVE COMMENTS Prospecting Search for and qualify prospects Start of the selling process: prospects produced through advertising, referrals, and cold canvassing. 5. The objectives of personal selling may be analysed as follows: 1. The main purpose of personal selling is to sell the goods to their ultimate buyers by bringing right goods and services into contact with right customers. The long-term objectives, which are more or less permanent, are broader. Countering misconceptions . There are many steps involved in the process of personal selling: prospecting, pre-approach, approach, sales presentation, handling objectives, and follow up. Products with relatively high prices, or with complex features, are often sold using personal selling. What is Personal Selling? It is therefore the aim of the researcher in this study which of the was conducted in Anambra Motor manufacturing company ANAMMCO Enugu to focus on the following activities. The primary purpose of MC is to communicate ideas to target audiences. To provide technical advice wherever necessary. 3. Students are required to use their intelligence in order to explain the points) 1. They are usually long-term goals, made up of shorter-term steps. Key Takeaways Key Points. Feedback helps in taking timely corrective action and in avoiding mistakes. The following are illustrative examples of personal goals. (e.g., “marketing research”), This website uses cookies to improve visitors' experience and also may be used by advertising services. Personal Selling-Objectives: (Qualitative): 1. Lesson 1: Objective and scope of personal selling Learning objectives • To know the broad objectives of sales management • Definition of sales management • How a Sales executive acts as a coordinator • To know about personal selling In this lesson we will study about an overview of Sales Management. 3. UNIT I 1 Introduction to Personal Selling. To secure and maintain customer’s cooperation in stocking and promoting the product line. 12 Types of Sales Objectives posted by John Spacey, July 06, 2017. The following are some of the objectives of personal selling −. Learning Objectives. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. Objectives of Personal Selling 1.Creation of Demand 2.Handling Objectives 3.Exploring Hidden Words 4.Educating Customers 5.Building Relationships 6.Providing Feedback 9. Although sales people in different companies perform similar duties and have similar responsibilities, they have to adopt different strategies and policies for their varied selling objectives. Apart from these qualitative objectives mentioned above, certain quantitative objectives are also assigned, known as short-term objectives, to personal selling, and they are: 2. The long-term objectives, which are more or less permanent, are broader. The long term objectives, which are more or less permanent, are braoder. The Best Answer. Bridge between advertising and personal selling . Personal selling is the most expensive form of advertising and to be effective one should use a step by step process to gain the most benefit. If you need assistance with writing your essay, our professional essay writing service is here to help! 4. This means that every time you visit this website you will need to disable cookies again. Privacy Policy 8. The salesmen aim to inform and encourage the customer to buy, or at least try the product. The product must fit to the needs of buyers; 5. To further comprehend the difference between advertising and personal selling, take a read of the article given below. To assist with (or hand) the training of middlemen’s sales personnel. Today, personal selling involves the development of longstanding client relationships. Personal selling and salesmanship are used without distinction. Pricing Strategy . Please enable Strictly Necessary Cookies first so that we can save your preferences! Personal Selling: Personal selling is found to be one of the most effective and popular form of promoting bank business. He creates wants in customers. The quantitative personal selling objective is related to sales volume objective. Each person is contacted by face to face conversation. Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques to build personal relationships with another party (e.g., those involved in a purchase decision) that results in both parties obtaining value. Give direction and purpose and act as a ⦠The first step of the personal selling process is called ‘prospecting’. Sales objectives are broad strokes of the brush, like increasing customer numbers or cutting churn. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Explain personal selling; Personal Selling: People Power. 2. 4 Full PDFs related to this paper. To collect and report market information of interest and use to company management. Whether it’s to get rid of a pain, solve a problem, or meet a goal, objectives are guaranteed. To “serve” existing accounts {i.e., to maintain contacts with present customers, take orders etc.). In personal selling a bank representative goes to the customers and explains the scheme to the customers. 5. Preapproach Gather information and decide how to approach the prospect Information sources include personal observation, other customers, and own salespeople. 3. To change or remove cookies click HERE. Must Know . Personal selling is a promotional method in which one party (e.g. The Personal Selling Project ... is the pursuit of scholarly activity free from fraud and deception and is an educational objective of this institution. The objectives under this head are: 1. 2. Content Guidelines 2. The objectives can also be quantitative if they are short-term and it could be adjusted from one promotional period to another. A customer can get advice on how to apply the product and can try different products. The American Marketing Association defines the term salesmanship as “the personal or impersonal process of assisting and/or persuading a prospective customer to buy a commodity or service and to act favourably upon an idea that has commercial significance to the seller.”. To assist the dealer in selling the product line. 2 To serve the existing customers. Personal selling has two types of objectives-long-term and short-term. The long-term objective of personal selling is building relationships to prevent customer attrition, increase repeat business and promote word-of-mouth referrals. February 18, 2020 February 18, 2020 TORAN LAL VERMA (Although Nature, objectives, functions are different things, these points can be explained with regard to all three. Personal selling is oral communication with potential buyers of a product with the intention of making a sale. They prepare the sales budget as components of marketing plans, taking in confidence the broad objectives of the marketing department. A short summary of this paper. vi. Many small business owners don't have a dedicated sales team and take on the role of sales themselves. Personal selling reaches the goal of marketing effort i.e., to increase profitable sales. 4. It is a two-way form of communication. Regis McKenna, international consultant, contends that although marketing technology has made salespeople more effective, it may also decrease the need for traditional salespeople who convince people to buy. The personal selling strategy is formulated for the attainment of objectives; that is, it is an adaptation of sales policies and personal selling decisions in a particular marketing situation. Cookie information is stored in your browser and performs functions such as recognizing you when you return to our website and helping us to understand which sections of the website you find most interesting and useful. 6. NATURE/OBJECTIVE/FUNCTIONS OF PERSONAL SELLING. Itâs hard to give a personal selling definition when there are so many out there. To provide service to the existing customers and try to maintain contacts with the present customers. Because selling involves personal contact, this promotional method often occurs through face-to-face meetings, telephone conversation, video conferencing, or online chat. The product is in the introductory stage; 4. Hence, the sales volume objective should also be explained. Creating awareness, 2. To provide advice and assistance to middlemen whenever needed. Copyright 10. To do the complete selling job when there are no other components in promotional mix. These may be developed from different perspectives such as your improvement as a professional, student or person. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). If you disable this cookie, we will not be able to save your preferences. Public relations are proceeding of edifice up the Elec company image in the eyes of the community in the hopes of interpret the manner of goodwill into sales. 3. Time Management Work without any distractions in ⦠What Is Personal Selling? ← Advantages and Disadvantages of Personal Selling, Advantages and Disadvantages of Personal Selling, Selling Trends: Customer Information Sharing, Selling Trends: Mobile Technology and Social Media, Selling Trends: Electronic Sales Presentations, Selling Trends: Electronic Sales Training, Selling Trends: Controlled Word-of-Mouth Promotion. Personal Selling Strategies Personal selling strategies should be derived from the marketing strategy and should be consistent with other elements of marketing mix. Learning Objectives. Like advertising and sales promotion, personal selling is also a method of communication. The basic objectives of marketing communication have been reduced to three more meaningful directives: (a) to communicate, (b) to compete, and (c) to convince. Advertising differs from personal selling, in the fact that the former is a monolog activity, but the latter is dialogue. 7. Importance of Personal Selling 1.Benefits to consumers 2.Benefits to company 3.Benefits to society 10. 4. These are also known as qualitative objectives. Find out more. Personal Selling Personal Selling can be defined as the process of person to person communication between a salesperson and a prospective customer in which the former learns about the latter’s needs and seeks to satisfy those needs by offering the prospective customer the opportunity to buy something of value, such as goods or a service. 7. The quantitative personal selling objective is related to sales volume objective. The following variables should be considered while formulating sales strategy. Rovert Louis Stevenson stated, “Everyone lives by selling something.” The people who do selling are called salesmen, sales representatives, sales persons, account executives, sales consultants, sales engineers, field representatives, agents, service representatives, marketing representatives etc. KnowThis.com uses cookies so that we can provide you with the best user experience possible. As we move closer to "realtime" marketing, he believes ⦠Personal Celling influences the buyers to buy a product. Keeping this cookie enabled helps us to improve our website. Personal Selling 101 ii. Identify and find new prospective customers. 5. Nature, Scope and Objectives of Personal Selling 2. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. Sales promotion consists of those activities other than personal selling, advertising and publicity. Personal Selling . You can browse online for a minute â or ten â and itâs still very unclear. One objective of personal selling aligns closely with other promotional techniques, including advertising and public relations. To secure and retain a specified share of the market. The objectives can also be quantitative if they are short-term and it could be adjusted from one promotional period to another. He must maintain lasting relations between the firm and its customers. Below are few Personal Selling Strategies Call Rates If the intensity of competitive rivalry is high in the industry, salespersons involved in Sales Goals : top » marketing » sales » sales strategy » sales objectives . 5. The most significant strength of personal selling is its flexibility. Personal goals are targets for the improvement of an individual. Qualitative Objectives (Long-term) To do the entire selling job. Personal selling creates product awareness, stimulates interest, develops brand preferences, negotiates price etc. Hence, the sales volume objective should also be explained. Personal selling occurs where an individual salesperson sells a product, service or solution to a client. Objectives of sales promotion. 10. Content Filtrations 6. A human need may change into human want but because of salesmanship. Persuading prospects to make purchases is a common objective of sales. The idea behind personal selling is that the salesperson should be aware of the need to divide his time judiciously between existing and potential customers depending upon the type of industry and the state of business in the industry. But there are some differences between the two. Sales promotion secures the following objectives: 1. (ii) Educating the Prospective Customers: But he should be flexible because a formula will become irrelevant when the state of business changes. Salespeople match the benefits of their offering to the specific needs of a client. Hence, the sales volume objective should also be explained. To secure and maintain customers’ co-operation in stocking and promoting the product line. Integrating personal selling with other marketing communication elements may seriously affect that salesperson's job. At a high level, here is the 10-step process to objective selling. It is a creative art. 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