personal selling

The personal selling process is an eight step approach that has been found to be beneficial in sales.

The most widely used methods are those of advertising and personal selling.

After that, advertising becomes rapidly less important, and personal selling takes over.

In industrial markets, as was noted earlier, personal selling plays an even more extensive role.

Personal selling is the most expensive form of promotion.

Advertising creates the interest and the desire, but personal selling clinches the deal.

The skills involved in personal selling are explored in this chapter.

In addition to personal selling, customized selling will be part of your business future.

Companies which utilize an aggressive sales policy, based on personal selling, are said to be adopting a push strategy.

When all is said and done, marketing is always greatly enhanced by personal selling.

Promotional variables include advertising, personal selling, sales promotion and publicity.

For example, direct mail, personal selling, advertising and publicity.

Includes advertising, public relations, merchandising, research, media, personal selling and sales promotion.

These elements are personal selling, advertising, sales promotion, direct marketing, and publicity.

Personal selling and sales promotion activities, by contrast, tend to be more effective from Stage 3 onwards.

Advertising, sales promotions, and personal selling costs are a high percentage of sales.

In order to develop personal selling skills it is useful to distinguish six phases of the selling process.

In industrial marketing personal selling is still very effective because many products must be customized to suit the requirements of the individual customer.

By definition the process excludes personal selling.

By comparison, advertising plays a much less important role in industrial markets, where even the first stage is dominated by personal selling.

The next chapter on personal selling skills considers how to use this preparation in the actual selling situation.

His primary research interests are Workforce motivation, behavioral channel theory, international marketing strategy, personal selling, and ethics.

Personal selling is carried out mainly by sales representatives and by sales assistants.

However the model for personal selling advocated here is that of a salesperson acting as a need identifier and problem solver.

In the art of selling, Need identification is one stage in a seven stage personal selling process.