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
I will provide a cases from the media that have ethical implications. Please prepare a ppt presentation that: a) describes the issue/story (Clearly identify which case you ar

How is routinisation facilitated in development of exchange system? Routinisation facilitates the development of the exchange system. This leads to standardization of goods and

Effect of Discounting Prices Another significant function of a marketing manager is to find any discounting of prices of the goods and services of a business. Every business di

An example explaining all the stages of this process

Three stage channel of distribution When number of wholesalers used is large and they are scattered throughout the country, manufacturers often use the services of mercant

the various approaches that are followed by FMCG companies in test marketing

various approaches that are followed by FMCG companies test marketing in marketing management

how would you classify a polyhedron with 8 faces?

Define International Marketing and furnish its features