Why personal selling is considered an important tool in services communications?
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Personal selling is an important element of promotion mix and an effective promotional tool. Personal Selling offers the following compensation. Despite the above advantages, personal selling suffers from several disadvantages. Firstly personal selling is the costliest method of promotion. Secondly, it can cover only limited number customers at a time. Show
(i) It is a flexible tool: Personal selling involves individual and personal communication as compared to the mass and impersonal communication of advertising and sales promotion. (ii) It results in actual sale : Advertising and sales promotion techniques can only attract attention and arouse desire. By themselves they cannot create actual sale. Personal selling in most cases leads to actual sale. (iii) It educates customers : Salesmanship is not simply a tool of convincing people to buy certain products. It assists customers in satisfying their wants. A salesman provides: information, education and guidance to customers. (iv) Sales promotion: Sales promotion is one of the four aspects of promotional mix. (The other three parts of the promotional mix are advertising, personal selling, and publicity/public relations.) Media and non-media marketing communication are employed for a per-determined, limited time to increase consumer demand, stimulate market demand or improve product availability. Examples include: * contests Sales promotions can be directed at either the customer, sales staff, or distribution channel members (such as retailers). Sales promotions targeted at the consumer are called consumer sales promotions. Sales promotions targeted at retailers and wholesale are called trade sales promotions. Some sale promotions, particularly ones with unusual methods, are considered gimmick by many.
 What is Personal Selling?
IntroductionPersonal selling is also known as the act of convincing a customer to buy a given product or device. It is also considered to be one of the most costly and effective promotional methods that are ever seen. It is effective as there is a face-to-face interaction observed between the seller and the buyer which helps the seller to change their promotional techniques used as the situation asks for. If you have been wanting to know more about Personal Selling - Concept, Importance, Advantages, and Limitations then now you can check out this article through Vedantu to get a detailed view on personal selling and the concepts that are involved. Personal Selling is yet another type of selling initiative by the business companies, a way to persuade the local people to try their products. Personal Selling is surely one of the distinctive methods which are used by the selling strategists to achieve their goal of selling a destined quantity of sales. In our discussion, we have included this interesting topic of ‘Personal Selling’, and to further strengthen our knowledge we have discussed the pros and cons related to this. Concept of Personal SellingPersonal selling is face-to-face selling where one person who is the salesman tries to convince the customer to buy a product assigned by the company. It is a promotional activity by which the salesperson uses his or her skills and abilities to persuade people to buy the product thereby in an attempt to make a sale. Here, the salesperson tries to highlight the features of the product to convince the customer that the product will hold benefits in the long term. However, getting a customer to buy a product is not always the motive behind personal selling, this personal selling is also done to make the customers aware of new products in the market. Personal Selling ExamplesPersonal selling is where businesses use the sales force to sell the product after meeting the customer face-to-face. The sellers advertise these products through their skills such as attitude, appearance, and specialist product knowledge. The salesperson informs and encourages the customer to buy or at least try the product. A unique example of personal selling is found in the department stores on the perfume and cosmetic counters. A customer can get advice on how to apply the product, its specialties and can try different related products, these all are guided by the personal selling staff present there. Products with high prices, and with complex features, are often sold using this type of technique. Examples: Cars and many products that are sold by businesses to other industrial customers. Importance of Personal SellingThe following points explain the importance of personal selling: 1. Two-Way Communication: This is the best tool for personal selling. Salesmen can provide necessary information to customers about the company's offer, and also can collect feedback from customers. He can ask if there are any queries about the product to the salesman present for personal selling. 2. Personal Attention: Advertising and publicity are among mass communication tools, and thus personal selling is concentrated and is focused on one individual, this will result in ineffective results. 3. Detail Demonstration: Television demonstrations are limited; thus, salesmen can provide a detailed demonstration and can supervise the customer through personal selling. 4. Complementary to other Promotional Tools: Personal selling supports advertising, sales promotion, and publicity. Personal Selling even removes the drawbacks of advertising and its sales promotion. 5. Immediate Feedback: This is the only market promotion technique that provides immediate feedback from the customers. Advantages of Personal SellingThe Advantages of Personal Selling are as follows -
Limitations of Personal Selling
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Why personal selling is important in marketing communication?Personal selling is the most effective marketing communication tool because it allows salespeople to adapt their presentation to each potential or current client. They use their knowledge of the customer's buying process to choose effective sales strategies.
What is personal selling and why is it so important?Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. The salesperson tries to highlight various features of the product to convince the customer that it will only add value.
Why are personal selling strategies important?Personal selling strategies lend insight into customer likes and dislikes, which can give the company valuable information about how to best market the product. By asking for customer feedback, you have the opportunity to improve your own sales strategies while gaining insight into customer preferences.
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