Professional Documents
Culture Documents
Management in retailing.
PERSONAL SELLING
• Meaning: Personal selling is a different form of promotion,
involving two way face-to-face communications between the
salesmen and the prospect. Basically the essence of personal
selling is the interpretation of products and services benefits and
features to the buyer and persuading the buyer to buy these
products and services.
For Example: Medicines, where salesmen (called medical
representatives) still go from doctor to doctor or from
hospital to hospital, canvassing new medicines manufactured
by their pharmaceutical companies.
Definitions
Personal Selling
to buy the product. This objective plays a very perfect role for
is the work of collecting the names & addresses or persons who are
likely to buy the firm’s products and services. Companies generate
leads in the following ways: