Personal Selling

It is said that selling makes the World go around .For it is somebody who sold some thing to someone else who in turn sold it to us .Let us consider the case of food products .The fertilizer company sells urea to the farmer who sells his produce to the food processing firm like Pepsi or Britannia; who after processing the agricultural produce , sells it to the wholesaler who in turn sells to the retailers and they sell the same to us .Had it not been for the salesperson, the standard of living of an average person would have been much lower. Democracies would never have survived and many ideas and causes would never have succeeded .Selling is crucial to economic growth, political systems and an individual’s and family ‘s life-styles .It is so fundamental that every time we try to convince others, we sell. In such cases we sell ideas. Politicians sells ideologies .Research scientists sell researchers Any time we

Advocate an idea, a cause or a product , we sell. Despite its significance it’s pathetic to see how little we know of selling and also the quality of salesmanship exhibited .Each one of us have had both poor and good experiences with salespeople which has helped to either reinforce or demolish the stereotype image of salesperson—“conman”, “selfish”, “order taker”, etc.

In today’s world marked by complex technologies, and multiple choices—both product and sales and service outlets—the customer is increasingly becoming dependent on the salesperson The customer is wanting an answer to the question ”Why you” and “Why not your competitors product ”.The customer want to be sure that he or she is getting value for his or her money. And finally wants to be reassured that whenever service is required , the sale person will be there .In other words, it’s the salesperson who provides competitive product information to the customer, helps the latter to apply the product to his or her situation and also reassure the customer on prices and service .Its through these activities that the salesperson provides a competitive advantage to the firm or enterprise.

Many a time salespersons have a hard time explaining why the customer should pay a higher price for a product which is available at a lower price elsewhere .Most of them hate to answer this objection and always put pressure on the management to lower its product prices ,which is not acceptable to the latter. Rarely do these salespeople realize that a product is bought not just on the basis of price but on the basis of other variables also This is the difference between an order taker and a problem solving salesperson .The latter looks at the customers objection as problems needing solutions and hence attempt at generating alternatives to resolve them .It is a problem solving and a consultative style of selling that wins the day.

To get a proper understanding of these styles, let us now turn to the personality and motivation profile of an effective salesperson.

From India, Gurgaon
+1 Other

Good thought on personal selling and looking into the current scenario this theory perfectly suits todays market.
Just a thought (nothing to take away from your valuable contribution) market face is changing and retail sector is booming, Retail( Big shopping malls) today contributes to 5% of the total market size and its growing handsomely and predictions as per market pundits is that by 2010 it will touch 10%. Shopper behavior is changing and today shopper wants to enjoy shopping and lot of them include window shopper as well.
In these malls a brand sells itself through its brand appeal, merchandising and positioning in aisle and offcourse various freebees offered on these products.
So though sharpening of personal skill is utmost important but one should also change as per the changing market scenario and quickly adapt changes.

From India , Mumbai
Advance Selling Skills Academy

Whatever the impact of retail boom, Personal Selling styles will always remain an important element. Complex Industrial and Engineering Products cant be sold through retail or online platform. Complex Services like Mortgage, LAP, LAS will also require high end Personal Selling Techniques. So these skills cant be ignored at any time!
From India, Mumbai

Personal selling is where businesses use people (the "sales force") to sell the product after meeting face-to-face with the customer.
The sellers promote the product through their attitude, appearance and specialist product knowledge. They aim to inform and encourage the customer to buy, or at least trial the product.
A good example of personal selling is found in department stores on the perfume and cosmetic counters. A customer can get advice on how to apply the product and can try different products. Products with relatively high prices, or with complex features, are often sold using personal selling. Great examples include cars, office equipment (e.g. photocopiers) and many products that are sold by businesses to other industrial customers.

From India,

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