Concept of Personal Selling - Assignment Example

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 market where one company would sell products to another company, the amount of money that could be spent to facilitate this sale would be much more than the spending on advertisement[Jim11].

New Business Selling This aspect of selling scenario is perceived to be the most difficult, but very important in healthcare marketing. This aspect becomes more important with international sales representatives developing new businesses for their clinics as well as competing for well paying patients. Therefore, new business selling is much important as it enables clinics to receive more income from more paying clienteles. Trade sellingTrade selling is concerned with gaining support of the intermediaries about the products of the company.

Mostly, the sales force normally makes calls to the retailers or the wholesalers about the company products. This is normally to attract more business through requesting for referral physicians. This is to ensure that high quality health care services are offered by highly qualified physicians. Missionary SellingThe missionary task on this setup is to sustain the business from the existing customers. It is normally rated the least risky method to attain high return levels on investments, hence preferably by many companies.

Many companies use missionary selling and regard it as their primary activity in the company[Nei12]. E-detailingHealthcare marketing is taking a new focus through e-detailing for instance; there is the use of e-detailing in pharmaceutical products. Pharmaceutical products can be done by doctors to medical representatives and this action is believed to fetch the largest return on marketing investments by many pharmaceutical companies all over the world. However, the pharmaceutical players across the world are experiencing that the cost to product detailing by the medical representatives are do not actually payback to favorable returns in terms of the financial results involved.

This is even with the more skills and other productivity improvement measures that are brought about by e-detailing on a regular basis[Mar06]. It has therefore taken the pharmaceutical industry efforts to explore various models and methods with so many state-of-art digital and internet based applications. These companies therefore try to put such innovation in place in order to improve on pharmaceutical marketing.ReferencesJim11: , (Jim, 2011), Nei12: , (Neil, 2012), Mar06: , (Marianne, 2006),