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The Role of Personal Selling within the Overall Marketing Strategy - Term Paper Example

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The author of this term paper "The Role of Personal Selling within the Overall Marketing Strategy" describes personal selling as a very crucial component of the promotional mix as a promotional tool. It is regarded as a flexible tool for personal communication…
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The Role of Personal Selling within the Overall Marketing Strategy
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Download file to see previous pages The stages of the decision-making process include problem recognition, evaluation of alternatives, evaluation of the decision, search process, and selection stage (Pride & Ferrell, 2012:23). When purchasing a high-level product such as a house, the salesperson has higher chances of influences the buyer’s decision by providing more benefits to the house. In this case, the prospective client will be easily persuaded to buy the house. The salespeople ensure that the need of the customer is met, thus revising the price of the product upwards.
In relation to low-level products such as a newspaper, the chances of influencing consumer purchasing behavior are low since the products are of low risk. Besides, the decision of purchasing the product is a routine (Kotler & Keller, 2009:134).
The responsibilities of Halfords sales team that sells cycling and motoring products and services comprise of the following: establishing personal deliverables, improving targets and charter, having knowledge your firm’s products and services, accepting the quota responsibility my mapping out how one will attain goals, customer contacting, account management by managing account asset, executing the sales process, and opportunity management.
The roles of the sales team comprise include managing the resources of the sales support, making a periodic account and territory review presentations, the offering of timely management reports, and finally, segmentation by industry (Bacon, 1999).
In relation to sales strategies, the development of proper sales strategy assists in providing better solutions in order to outdo competitors by enhancing product differentiation. The business strategies entail the way in which corporate objectives will be attained.
Corporate objectives are what the organization needs to achieve. Sales strategies are usually developed in line with corporate objectives so as to ensure that the firm meets its goals by gaining market share. For instance, a firm comes up with a marketing plan that will ensure the firm it gains a competitive advantage. ...Download file to see next pagesRead More
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