It is a broader domain including personal selling where tactics and strategies to create demand and market the product are developed and implemented. Personal selling had been forgotten for many years but…
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This process is accompanied and facilitated by clear description of product features by the seller in front of the buyer and subsequent objection handling.
This report aims to throw light upon some implicit ideas behind personal selling along with an explanation of its types, principles and the overall personal selling process. How behaviour of the buyer and external forces shape the personal selling mechanism are also discussed.
Effective marketing is a direct result of effective communications. In the broader domain of marketing, the communication mix involves personal selling, sales promotion, advertising, public relations, direct marketing, packaging, sponsorship and e-marketing. The aim of communications mix elements is to generate awareness and educate buyers about the product features and their related benefits to them.
The two prime objectives of communications mix are gaining attention of the buyer and developing interest towards new product proposition. The attention grasping part is undertaken by the advertising component where by the use of concise and direct and appealing messages, product attributes, pricing information and availability details of the product are made available to the consumers. The consumer tries to align his specific needs with that of the advertised message and explores further. This attention arousal forms the background for personal selling process where it becomes easier to convince the buyer to close the deal in favour of the seller.
Interest development is facilitated by the salesperson who through his ability to judge the preferences and likings of the buyer group and pitching in the product at the same frequency, tries to convert the product features into customer benefits. Handling the objections and queries of the prospective buyer in a disciplined and known way makes the buyer more acceptable to close the deal and buy the proposed product.
Personal selling is mostly a relationship building exercise
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According to the paper the sales manager is required to have a great leadership skill to organize the working processes of the sales representatives and also to figure out the sales figures. Also the sales targets are required to be set by the business organization under consideration are required to be achieved by the sales representatives fall under the responsibility of the sales manager. These responsibilities are required to be represented significantly by the sales managers.
It has been supposed that "Sales Ethics is an Oxymoron", along with that's how many individual perceive it. It's not an Oxymoron, other than organizations that expand an Ethics agenda for the incorrect motives could, in actual fact, generate a status that is precisely conflicting to their intention.
Sales Management Essay Introduction It is a fact that sales ethics is defined by the ethical standards which are adopted in the wake of carrying out sales deeds, activities and tasks. Sales ethics deals with the aspects of selling which are morally governed and which have a number of underlying issues to consider.
It is important to understand that a bakery can be run in various ways; and a way that is successful for one owner may not be that successful for another. It is hence essential that bakery owners consider their strengths and weaknesses, location and target niche when deciding their business strategy (Gaines).
The essay presents sales management which is focused on the practical application of sales techniques and the management of a firm's sales operations. Changes in the traditional personal selling and sales management activities are needed to support the emergence of the partnering role for salespeople.
This study will seek to analyze the various tools and techniques used in sales management.
Richard Hellmann, a German from vetschau, Germany, owned a delicatessen in New York City. He first sold his readymade mayonnaise from the delicatessen where it became very popular. He then proceeded to distribute the mayonnaise in bulk to other provisions.
If Internet purchases were not subject to sales tax, there would be price advantages for them, which is unfair to the traditional brick and mortar store (Engler and Cellucci 1-3; Kraul 1; MacMillan 2; Stevenson 3).
Opponents refuted the claim, pointing to a Ernst & Young study in 1998.
Training provides the necessary skill and confidence to deal with prospects/customers efficiently.
To induct the new hires with the sales process: Sales process in each organisation differs. As per Churchill et al, many people (including sales people) have