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

Explain with appropriate example the process of new product development. Explain also the importance of each step in the new product development process.

Micro environment: Micro environment refers to the company's immediate environment, those environment factors that are in its proximity. These factors influence the company's non

Characteristics of the sales promotion: 1.       Sales promotion does not include advertisement, personal selling and publicity. 2.       Sales promotion activities are

Explain about the Advertisement and Economy in Marketing. Advertisement and Economy: • Produces more employment • Fluctuations into Advertisement budget as per economi

What are the interest of organization, customers and society? We should be specified here the interests of the organization, customers, and society. Very frequently these inter

Question : The Australian wool industry was facing serious difficulties in marketing its product since the last two decades. Synthetic materials were slowly replacing wool so

Describe the term e-commerce? e-commerce: The term e-commerce refer as ‘electronic commerce’, has evolved from electronic shopping that to imply all aspects of market and

#1 What is the most important benefit of listening?