Objectives of the personal selling, Marketing Management

Objectives of the personal selling: personal selling has two types of objectives - long termand short term. The long term objectives, which are more or less permanent, are braoder. These are also known as qualitative objectives. The objectives under this head are:

1.       To do the entire job.

2.       To serve the existing customers.

3.       To search out and obtain the new customers.

4.       To secure and maintain customers co -operation in stocking and promoting the product line.

5.       To keep the customers informed of changes in the product line.

6.       To assist customers in selling the product line.

7.       To provide technical advice and assistance to customers.

8.       To handle the sales personal of the middle man.

9.       To provide advice and assistance to middle man whenever needed.

10.   To collect and report market information on interested matters to the company management.

 Apart from these qualitative objectives, mentioned above certain quantitative objectives are also assigned, known as short term objectives, to personal selling, and they are:

1.       To obtain a specified sales volume.

2.       To obtain sales volume in ways that contributes to profit objectives, by selling proper mix of products.

3.       To keep the personal selling expences within the specified limits.

4.       To secure and return a specified share of the market.

Posted Date: 9/19/2012 8:25:08 AM | Location : United States







Related Discussions:- Objectives of the personal selling, Assignment Help, Ask Question on Objectives of the personal selling, Get Answer, Expert's Help, Objectives of the personal selling Discussions

Write discussion on Objectives of the personal selling
Your posts are moderated
Related Questions
Brand equity: to understand the dynamics of brand, Aaker provides a framework called equity. Brand equity refers to a "set of assets and liabilities of a brand, its name and symbo

What are Suppliers Firms and Resellers in the Microenvironment of a company? Suppliers: Suppliers Firms and individuals which provide the resources required by the company

Q. What is media planning and Strategy. How you will evaluate the broadcast, print & support media. Answer: Introduction:- Media plan make a decisions how advertising time an

Define the Publicity - Promotion This is a non-paid process of generating wide range of communication to contribute a favourable attitude towards product and organisation.  Y

briefly explain the trend?

2JN is a large manufacturing organisation which is structured with a number of supervisors each responsible for their own work production unit. Supervisors report to a team of seni


strategies to apply product line filling?


The derivative of a function is an important tool in mathematics. The motion of derivative was introduced to solve problems of Physics concerning motion of an object. The velocity