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
Function of the packaging: 1.       Product protection: package protects the products and is fundamental in idea. Their journey from the manufacturer to consumer is facilitat

what are the significant factors that have led to the success of shoppers’ stop

Question 1: (a) Discuss the influences that led to the development of relationship marketing. (b) Using appropriate theories, discuss why the marketing mix paradigm and the

What is marketing? a. B uilding customer value and satisfaction are at the very heart of current marketing thinking and practice. b. A very easy definition of marketing

Question 1: (a) Explain in thorough details what is advertising. (b) A standard definition of advertising is said to have five basic components. With particular reference

QUESTION a) Give three reasons why price is a very important element of the marketing mix b) Discuss the different situations that may lead a company to initiate price

my assignment (case study ) on selected organisation

Punch Products (PP) is a regional producer of soft drinks and sells mainly in the states of Kansas, Oklahoma, and Texas. Three years ago, in 2009, it made the decision to diversify

QUESTION (a) What should management do at the time of Maturity stage to avoid decline of a product? Explain your answer with the help of different approaches at this stage. Sug

A new technology mobile which get auto charge while using.