Answer to Question #188171 in Management for PAS

Question

a)Why personal selling is important part of sales campaign? ( Please give at least 8 points for importance)

b)What personal selling strategies would you adopt to sell children products? (Please answer in 200 words)

Answer 1

1. Two-Way Communication:

It is the best tool for two-way communication. Salesman can provide necessary information to customer about company’s offer, and also can collect information from customer. Customer can actively involve with salesman to solve his doubts and objections. It is not possible in any other methods of market promotion.

2. Personal Attention:

Advertising and publicity are among mass communication tools. They do not cater individual needs. Personal selling focuses on personal problems of customers. It is comparatively more effective and result-oriented.

3. Detail Demonstration:

Except television advertisements, demonstration is not possible. However, television demonstration is much limited. Salesman can provide a detail demonstration and can supervise when customer is making the actual use of products. For technical products, it has more relevance.

4. Complementary to other Promotional Tools:

Personal selling can support advertising, sales promotion, and publicity. It removes the drawbacks of advertising and sales promotion. Advertising increases awareness while personal selling reinforces the advertising message. Similarly, it can make sales promotion tools more effective by personal guidance or conviction.

5. Immediate Feedback:

This is the only market promotion technique that provides an immediate feedback. At the end of every call/visit, a salesman can easily judge whether the customer is interested or indented to buy.

6. Individual Services:

Salesmanship offers individual services. It can meet personal expectations of buyers. It leads to customer satisfaction.

7. Flexibility:

Sales talks and presentation can be adjusted according to situation to suit individual nature, motives, and problems.

8. Customer Confidence:

By systematic sales talk and presentation, a capable salesman can remove all doubts, quarries, objections and misunderstandings, and can win customer’s confidence. It increases customers’ faith in company and its offers.

b)What personal selling strategies would you adopt to sell children products

• Be natural and personable.
• Remember your buyer personas.
• Ask the customer plenty of questions.
• Focus on end benefits, not product features.
• Personally address any customer concerns.
• Ask for the sale.
• Follow-up after a purchase.
• Consider an email tracking software