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Sales Management

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11 views3 pages

Sales Management

Uploaded by

Ayush Kumar
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Sales Management

Unit 3: Personal Selling

1. Define personal selling, and its Objectives.

Personal selling is a form of communication in which a salesperson interacts directly with potential
buyers to persuade them to purchase a product or service. The objectives of personal selling include
building relationships with customers, understanding their needs, providing tailored solutions, and
ultimately closing sales.

2. Difference between advertising and personal selling.

Advertising involves non-personal communication through various media channels to reach a large
audience, while personal selling involves direct interaction between a salesperson and a potential
buyer. Advertising is one-way communication, whereas personal selling allows for two-way
communication and relationship-building.

3. Explain the personal selling process.

The personal selling process typically consists of several stages: prospecting and qualifying leads,
pre-approach, approach, presentation and demonstration, handling objections, closing the sale, and
follow-up. Each stage involves specific activities aimed at moving the potential buyer closer to
making a purchase decision.

4. Discuss the AIDA theory.

AIDA stands for Attention, Interest, Desire, and Action. It is a model used in marketing and
advertising to understand the stages a consumer goes through before making a purchase. The
theory suggests that effective communication should first grab the audience's attention, then pique
their interest, create desire for the product or service, and finally prompt action, such as making a
purchase.

5. Why product knowledge is important in personal selling.


Product knowledge is crucial in personal selling because it allows salespeople to effectively
communicate the features, benefits, and value of the product or service to potential buyers. Having
a deep understanding of the product enables salespeople to address customer questions and
concerns, tailor their approach to meet individual needs, and build trust with customers.

6. Discuss some key aspects of personal selling.

Key aspects of personal selling include building relationships with customers, understanding
customer needs, effective communication skills, product knowledge, adaptability, resilience in
handling objections, negotiation skills, and the ability to close sales.

Unit- 4: Advertising

1. Define Advertising and its objectives.

Advertising is a form of marketing communication that aims to promote a product, service, or idea
through various media channels to reach and persuade a target audience. The objectives of
advertising include increasing brand awareness, generating interest in the product or service,
influencing consumer attitudes and perceptions, and ultimately driving sales or other desired
actions.

2. What are the main functions of advertising and its benefits?

The main functions of advertising include informing, persuading, and reminding consumers about a
product or service. Advertising helps create brand identity and differentiation, educates consumers
about product features and benefits, attracts new customers, increases sales, and builds brand
loyalty over time.

3. Difference between Advertising and Sales promotion with examples

Advertising is a long-term strategy aimed at building brand awareness and promoting products or
services to a wide audience over time, while sales promotion involves short-term tactics designed to
stimulate immediate sales, such as discounts, coupons, contests, or limited-time offers. For example,
a television commercial promoting a new soft drink is advertising, while a limited-time discount on
the same soft drink at a supermarket is a sales promotion.

4. What are different classifications of advertising and provide examples of each.

Advertising can be classified based on its purpose, media channel, target audience, or geographic
scope. Examples include product advertising (promoting a specific product), institutional advertising
(promoting a company or organization), online advertising (ads displayed on websites or social
media), print advertising (newspapers, magazines), broadcast advertising (television, radio), outdoor
advertising (billboards, posters), and direct mail advertising (mailed flyers, brochures).

5. Advertising serves as a component of the marketing mix.

Advertising is one of the key elements of the marketing mix, along with product, price, and place
(distribution). It plays a crucial role in promoting products or services to target audiences, creating
brand awareness, influencing consumer perceptions, and driving sales.

6. What are some common ethical issues in advertising?

Some common ethical issues in advertising include misleading or false advertising, exaggeration of
product claims, manipulation of emotions or fears, targeting vulnerable or impressionable
audiences, invasion of privacy, stereotyping, promoting harmful products, and lack of transparency
regarding sponsored content or endorsements. Advertisers should adhere to ethical standards and
guidelines to ensure their messages are truthful, fair, and socially responsible.

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