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8.3.3   Personal selling

                  Definition of Personal selling

                  Personal selling is when a company uses individuals (the "sales force") to market a

                  product to a consumer after meeting them face to face. The sellers advertise the goods
                  through  their  demeanour,  looks,  and  in-depth  understanding  of  the  product.  They

                  hope to educate and persuade customers to buy, or at the very least try, the product.



                  A personal presentation by the firm's sales team with the goal of closing sales and

                  strengthening client relationships.


                  The salesperson could spend their time doing the following:

                      a)  Service calls

                      b)  Face to face selling

                      c)  Waiting/traveling

                      d)  Telephone selling

                      e)  Administrative tasks


                                Table 8.6: Advantages and Disadvantages of personal selling


                                    Advantages and Disadvantages of Personal Selling

                                Advantages                                 Disadvantages

                   Salesperson  can  control  to  whom  a  High cost
                   presentation is made                      The flexibility in tailoring the message may

                   Immediate  modifications  to  the  lead the inconsistent messages

                   message are possible




















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