Full Answer Personal selling to consumers takes place through retail and direct-to-consumer channels. In retail, sales representatives interact with customers who come to the business in pursuit of products or services.
Personal selling occurs where an individual salesperson sells a product, service or solution to a client. Salespeople match the benefits of their offering to the specific needs of a client. Today, personal selling involves the development of longstanding client relationships.
Stage One — Prospecting. Prospecting is all about finding prospects, or potential new customers. In order to qualify your prospects, one needs to: Plan a sales approach focused upon the needs of the customer.
Determine which products or services best meet their needs. In order to save time, rank the prospects and leave out those that are least likely to buy. Stage Two — Making First Contact. This is the preparation that a salesperson goes through before they meet with the client, for example via e-mail, telephone or letter.
Preparation will make a call more focused. Make sure that you are on time. Before meeting with the client, set some objectives for the sales call. What is the purpose of the call? What outcome is desirable before you leave? This will show that you are committed in the eyes of your customer.
To save time, send some information before you visit. Keep a set of samples at hand, and make sure that they are in very good condition.
Within the first minute or two, state the purpose of your call so that time with the client is maximised, and also to demonstrate to the client that your are not wasting his or her time. Humour is fine, but try to be sincere and friendly.
It is best to be enthusiastic about your product or service.
Focus on the real benefits of the product or service to the specific needs of your client, rather than listing endless lists of features. Try to be relaxed during the call, and put your client at ease. Remember to ask plenty of questions. Use open questions, e.
Never be too afraid to ask for the business straight off. Stage Four — Objection Handling.Personal selling allows small businesses to offer precise products and services to their customers.
It is most effective for promoting complex items that require close communication with customers. For example, a manufacturer of factory equipment might use a personal-selling strategy, tasking its. The personal selling process consists of a series of steps.
Each stage of the process should be undertaken by the salesperson with utmost care. The stages in personal selling . "This will help you define what each company's Unique Selling Proposition is and how they distinguish themselves from each other." Examples of unique selling propositions.
Personal Growth. Cosmetics, Shoes, Luxury cars, Pharmacy drugs, Real estate, Girl scout cookies, sales clerk, telemarketing, and feild selling are all exaples of personal selling.
Personal Selling. Personal selling is said to be a cost it has a narrow audience and an organization can survive without it.
(Discuss) According to Pride,W and Ferrell O, Personal selling can been defined as a process of informing customers and persuading them to purchase product through personal communication in an exchange situation.
. Jun 27, · Personal selling is a strategy that salespeople use to convince customers to purchase a product. The salesperson uses a personalized approach, tailored to meet the individual needs of the customer.