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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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