StudentShare
Contact Us
Sign In / Sign Up for FREE
Search
Go to advanced search...

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

Comments (0) Cite this document
Summary
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…
Download full paperFile format: .doc, available for editing
GRAB THE BEST PAPER92.9% of users find it useful
The Role of Personal Selling within the Overall Marketing Strategy
Read TextPreview

Extract of sample "The Role of Personal Selling within the Overall Marketing Strategy"

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
Cite this document
  • APA
  • MLA
  • CHICAGO
(The Role of Personal Selling within the Overall Marketing Strategy Term Paper - 1, n.d.)
The Role of Personal Selling within the Overall Marketing Strategy Term Paper - 1. Retrieved from https://studentshare.org/management/1637220-sales-planning-and-operations
(The Role of Personal Selling Within the Overall Marketing Strategy Term Paper - 1)
The Role of Personal Selling Within the Overall Marketing Strategy Term Paper - 1. https://studentshare.org/management/1637220-sales-planning-and-operations.
“The Role of Personal Selling Within the Overall Marketing Strategy Term Paper - 1”, n.d. https://studentshare.org/management/1637220-sales-planning-and-operations.
  • Cited: 0 times
Comments (0)
Click to create a comment or rate a document

CHECK THESE SAMPLES OF The Role of Personal Selling within the Overall Marketing Strategy

Understand the role of personal selling with marketing strategy

...?UNDERSTAND THE ROLE OF PERSONAL SELLING WITH MARKETING STRATEGY Personal selling can be said to be the process through which the sales force of a particular company sell products to customers after meeting with them on a face-to-face basis (Kotler et al, 2006, p.251). This form of selling can take many forms ranging from door-to-door, exhibitions or even trade fairs. The face-to-face interactions experienced in this type of selling allow the sales people to observe the specific reactions of consumers to specific products. Sales people act as product introducers,...
4 Pages(1000 words)Essay

Consumer Relationship and Personal Selling

...for the targeted consumers. Thus, the product promoted is not needlessly brought to the attention of those who are no likely to be interested. Moreover, the cost of promotion can be modified by adjusting the size of the target consumer market. When the targeted consumer requires clarification or has a complaint or concern, the sales personnel is present and can meet those demands (Lamb, et al., 2013). According to Weitz and Bradford (1999), personal selling is an important aspect of relationship marketing and as such remains an integral part of the firm’s drive to become and/or to remain competitive. Personal selling not only initiates...
4 Pages(1000 words)Essay

Personal Selling and Customer Focus

...Personal Selling and Focus It is very important for the salespeople to know that they will have to face situations at some or the other point of their careers in which they would have to deal with objections concerning either their company, their product, themselves or all of these taken together. Since it is difficult to deal with each and every objection at the spur of the moment it is best to be prepared to combat the objections that are likely to come their way. Part 1 There are many methods of responding to objections. For e.g. forestalling, direct denial, indirect denial, translation/boomerang, compensation, questioning/assessing, third-party reinforcement etc. Of all these methods forestalling...
3 Pages(750 words)Essay

Fundamental Principles of Personal Selling

...Running head: MARKETING NARRATIVE ON FUNDAMENTALS OF PERSONAL SELLING Fundamental Principles of Personal Selling [Click here and type [Click here and type your institution's name] Fundamental Principles of Personal SellingPersonal selling's main focus is in the art of oral communication is a primary faction with respect to the art of selling. One of the best textbooks around by C. Futrell, is called Fundamentals of Selling, published by McGraw Hill in 2001. This paper will discuss the different parts of the fundamentals in brief and then discuss the...
3 Pages(750 words)Assignment

Personal Selling and Sales Promotion MBA Marketing (Masters Level)

...or supplementary market-communications activities. Their respective roles depend on company products, customers, and markets. Often they are used in a complementary manner, with advertising paving the way for personal-selling activities. In other situations, such as in making industrial sales, personal selling is usually the most important component, while advertising may be a supplementary activity that helps create awareness. In either case, both should be coordinated by marketing managers. References 1. Boone, L. E., Kurtz, D. L. (2007). Contemporary Marketing. South-Western College...
8 Pages(2000 words)Essay

Personal Selling and Customer Focus

...satisfaction, and if possible, exceed client needs. Second, it must also be effective in achieving the company's goals. While a satisfied client-base is in itself an advantageous end, for Studio Productions to benefit from service developments, the system it adopts must go beyond the minimums of customer satisfaction and reap additional benefits for the company. From a service perspective, these should include improved cross-sell and up-sell rates, higher problem resolution, and higher customer satisfaction and re-purchase (Carlson Marketing Group 8). It should also improve sales through higher lead-to-close ratios, increased margins, and repeat business (8). Third, given the drastic...
3 Pages(750 words)Personal Statement

Personal Selling (business marketing)

...1. Just Balls Market Profile Just Balls, an online seller of balls has the following market plan: Target Markets As an online seller of balls, Just Balls’ can have two primary target markets. The first would be the direct online selling to customers. The second one would be a business-to-business (b2b) marketing strategy acting as suppliers to athletic clubs, schools and small-scale sports goods outlets. Direct online selling In the first target market the range of age of customers would likely be 10-25 years with an annual household income ranging from $25,000 to $85,000, about 70% of...
9 Pages(2250 words)Essay

Overall Corporate Strategy

...Case study: Sara lee Question Sara Lee has been changing its overall corporate strategy over time. Initially when the company was formed, it acquired different companies to grow and improve its market share. The corporation first acquired different business categories to expand and enter global markets. The corporation laid its foundations by working as a wholesale distributor of products such as tea, coffee, and sugar. This business venture proved to be successful and, as a result, the company planned to further diversify its products by investing in different business categories; for instance, acquisition of food processing and packaging. This created separate corporate...
6 Pages(1500 words)Essay

Concept of Personal Selling

...Concept of Personal SellingPersonal selling is a concept which is widely misunderstood by many. For instance, many tend to think that salespeople only have the intention to make quick sales through the use of unscrupulous deals that are not aimed at improving the brand name of the product, which may not be the case. They also think that salespeople are always arrogant, manipulative, aggressive, and greedy. However, personal selling has a key role in promotional activities of products of many large companies to see how this function is considered important, one would realize that, in the business...
2 Pages(500 words)Assignment

The personal selling process

...with the customers (ThyssenKrupp AG, 2014). The project highlights the personal selling process followed by the sales person of ThyssenKrupp in order to sell elevators and escalators to companies in different industries. Business-to-business selling The sellers in the business-to-business (B2B) market play an important role in the sales process than the sellers who are engaged in the selling process of consumer products (Vitale, 2011). In a consumer market, the relation between the customers and sellers are brief and there is no exchange of information regarding the company during...
6 Pages(1500 words)Coursework
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.

Let us find you another Term Paper on topic The Role of Personal Selling within the Overall Marketing Strategy for FREE!

Contact Us