Importance of Personal Selling
Importance of Personal Selling
Importance of Personal Selling
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.
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.
9. Triple Rewards:
Salesmanship offers triple rewards. It benefits all parties, including
customer, salesman, and company. Customer is satisfied with products
and services; salesman can achieve his targets; and company can improve
its market share and profits.