Personal selling, Marketing Management

Personal selling:

Meaning & definition: Personal selling is unique as it is a face to face transaction between a salesman and a prospective customer. Evidently, a well trained and competitive sprited salesman can be an effective communication medium. His knowledge about the product, this degree of his familiarity with the customer, whether he is handling a new customer or an established customer, the degree of his involvement in the company he is representing, the level of his motivation and his own convictions about the quality and performance standards of the product will be the determining factors in his role as a communicator.

According to the American marketing association, "the personal selling is "the personal or impersonal process of accessing and or persuading a prospective customer to buy a commodity or service or to act favourable upon an idea that has commercial significance to the seller".

Accordint to the Wright,"salesmanship is the process whereby the seller ascertion and activites the needs or wants of the buyer and satisfies these needs of both the buyers and the seller".

Thus, personal selling involves oral presentation in conservation with the one or more prospective buyer for the purpose of making sales. The purpose of the personal selling is to bring the right products into contact with the target right customers, and the make certain that ownership transfers take place.

Posted Date: 9/19/2012 8:25:40 AM | Location : United States







Related Discussions:- Personal selling, Assignment Help, Ask Question on Personal selling, Get Answer, Expert's Help, Personal selling Discussions

Write discussion on Personal selling
Your posts are moderated
Related Questions
Question: "One of the key objectives of destination branding is to evoke such type of instant recognition that demarcates the destination from a crowded marketplace offering t

QUESTION 1 (a) Explain the term ‘implementation of strategies' and enumerate the eight components of strategic implementation (b) Elaborate on any THREE of the following iss

You are the Marketing Consultant working for a client in ANY ONE of the following firms: a soft drink manufacturer, a mobile telephone service provider, a bank, or a retail oper

Factor affecting choice of channel of the distribution: the best channel distribution is one of that works best in n the selected by the company. The channel chosen should achieve

#quAssume that a multi-specialty medical group has decided to segment the market in the community by income level. The group has decided to target a small niche of middle-aged, whi

i want to know the type of distribution strategy that a company specialising in major appliance like refridgeration and washing machines can use?

What are the factors to determine the consumer behaviour? Consumer Buying Dynamic or Determinants of Consumer Behaviour: There are four factors which determine the consum

what challenge will Groupon face in the future

product report and market segmentation of monorail companies

Question 1: Just as it is a mistake for marketers to consider Mauritius as a homogenous group of customers with the same values, culture and lifestyle, it is also a mistake for