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Personal selling is a distinctive communication form because it is a two-way communication that involves social interaction with prospective buyers. It has been the oldest form of marketing that started when peddlers moved from door to door to sell their products. Personal selling declined during the first quarter of the twentieth century because of heavy demand by the public.
1. Introduction to personal selling
2. Types of selling
3. Alternative sales structure
5. Mail order selling
6. The selling process
7. Selling strategies and styles
8. Formulating sales objectives
2. Irving J.Shaprio defines personal selling as \u201can art of successfully
persuading prospects or customers to buy products or services from
which they can derive suitable benefits, thereby increasing their total
It helps in the transfer of the title a face-to-face interaction between the sales person
and the buyers. The sales people become aware of the problems of the buyers and
suggest suitable products or services to satisfy their wants.
reactions of the potential buyers.
e) Feed back of sales efforts is possible in personal selling.
f) Personal selling is the easy way to find the target consumer.
publication, samples, surveys, management and control.
b) It is less attractive for small companies.
c) Sales people do not take much interest in sales promotion, they
1. Sales presentations
2. Sales meetings
3. Incentive programs
It involves all the preparations for getting ready for the selling process by the salesmen. The salesman has to be familiar with the product, the market, the techniques of selling and organization. He would be successful if he is aware of the unsatisfied needs and problems of the customers. He should prepare himself by knowing himself and his company, competition and market environment.
The potential customer is known as a prospect and the method of finding he potential customer is known as prospecting. Prospecting involves a significant amount of time, effort and money. Although the company will give the leads, the salesmen have to develop their own leads. Leads can be developed in the following ways
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