Personal 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 advantages and disadvantages of personal selling as it relates to the different aspects of selling which "includes fundamentals of personal selling with an emphasis on self-confidence, persuasive presentation of ideas and products, customer orientation, and other selling behaviors." (Hunt et.al, n.d.)
Download file to see previous pages...
Many salespeople will use previous customer sales lists.
The second fundamental principle is communicating. By continually keeping customers that have a history with the company, or, through cold calling potential customers, up to date on the latest products or services that are being offered by the company, there is a higher chance of that salesperson having repeat or new clients. It is important to keep communication up as existing customers will quickly turn to the competitor if they feel that they are not being given special information or deals by their history of business dealings.
The third fundamental principle is actually selling. This means that a sales pitch can be done over the phone or through a walk-in client. By providing "eye" contact and body language that shows interest in the customer only and answering questions that the customer may have, without the customer repeating the question, will enhance the probability of closing a deal. It is said that in the first 30 seconds upon walking in a store, the customer will or will not walk out that door depending on how they are greeted or if they are greeted at all.
The fourth fundamental principle is in the servicing of the customer by helping the customer with any post-sale questions, service questions with respect to the product and providing support prior to delivery of the product, as well as guiding them toward relying on the warranty and service department when they have a problem.
The fifth fundamental principle is information gathering during the sale of the product in an effort to gauge future sales and help in the "marketing planning process" (Tutor2U, n.d.). This will also help in earmarking the existing customer for future purchases based on the product they have bought.
The sixth and final fundamental principle is allocating. This is an important factor in the personal selling profession in that if a salesperson is not on top of the current inventory or inventory that is coming in at a certain time, it may be necessary to advise the client and then "decide how the stock should be allocated". (Tutor2U, n.d.)
Advantages and Disadvantages
As personal selling is very much an involved and personal activity (face to face), the potential buyer or existing customer demand a certain level of personal attention and it is important for that salesperson to be privy to this entire concept or they will face certain disparagement by fellow sales staff. This can lead to loss of sales and market share for the company.
Personal selling in itself has the potential to make or break a person. The main advantages of personal selling include: "a) the sales message can be customized to meet the needs of the customer; b)
...Download file to see next pagesRead More
Cite this document
(“Fundamental Principles of Personal Selling Essay”, n.d.)
Retrieved from https://studentshare.org/miscellaneous/1510763-fundamental-principles-of-personal-selling
(Fundamental Principles of Personal Selling Essay)
“Fundamental Principles of Personal Selling Essay”, n.d. https://studentshare.org/miscellaneous/1510763-fundamental-principles-of-personal-selling.
The Sale and Supply of Goods to Consumers Regulations Act came into existence on 31 March, 2003. This Regulation was adopted as a result of the Consumer Guarantee Directive, a part of legislation in Europe, the intention of which is to offer some protection to the consumers of the European Union.
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.
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.
Product is just anything that can be offered to a market and is able to satisfy a want or need. Product can be thought about within the framework of five product levels: core benefit, basic product, expected product, augmented product and potential product.
Involvement is a process by which employees voluntarily and actively pursue increments to value. If Interdependence and Integration are to have their desired effect on customer value, the employees of the firm must be totally convinced of the need for them and be involved in their implementation.
The level of writing, however, is very high and very technical, and so it is perhaps useful to keep in mind that the key idea will be the italicized phrase on the bottom of page 51. This sentence is the first formulation of "the categorical imperative," i.e., Kant's candidate for the supreme principle of morality.
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 whom are male. Based from the target age range of customers, prospective customers are still in
The ECJ’s rationale in reaching this conclusion highlighted an assumption that Directives imposed an obligation on national courts to consider them regardless of Member State failure to implement as specifically pointed out in the Summary in paragraph 1 and paragraphs 20-22.
I would also like to mention here that all the selling talents are interlinked with each other.
One of the most important aspects of selling process is the trust level of sale person for his buyer that is how much a salesman is transparent and fair in his communication
ourse on this matter quite appealing and consistent with the 18th century motto of enlightenment that states “Have courage to use your own reason” which according to Kant signifies the task of mankind to hold accountability for becoming enlightened. Pointing out certain