What is personal selling???? Selling through sales force or sales representatives. Face-to-face activity with the purpose of making sales. Oral communication with potential buyers of a product with the intention of making a sale.
Handout...Toyota Calling InJapans Car MarketHalf of cars are sold door-to-door. This is shrinking due toenvironmental changes.Toyota has more than 100,000door-to-door sales people.
Aspect of personal selling @salesmanship Salesmanship deals with approaches like: Passive ordertaker Active ordergetter
For Active ordergetter there are two @pproaches Sales oriented approach Customer oriented approach
Steps in sales process……. . Prospecting and qualifying
Advantages of personalselling Relatively high degree of personal attention. Sales message can be customised . Respond directly and promptly. Product information. Demonstrate the product. Build good long-term relationships.
Many advantages to personal selling,why do more businesses not maintain adirect salesforce????????????????????
Disadvantages of personalselling Cost of employing a sales force. One customer at a time. Not a cost-effective way.