Elements of the Personal Selling Process

• Prospecting and Evaluating. Seek names of prospects through sales records, referrals etc., also responses to advertisements.
• Preapproach (Preparing) Review key decision makers esp.
• Approaching the Customer.
• Making the Presentation.
• Closing.
• Following Up.

  What are the two primary forms of personal selling?

  Personal selling can take place through two different channels – through retail and through direct-to-consumer channel.

  What are the two most important elements in the definition of personal selling?

  Two most important elements in definition of personal selling? Satisfying the needs of a buyer, mutual benefits to both parties.

  What are the 3 types of personal selling?

  According to David Jobber, there are three types of personal selling: order-takers, order-creators, and order-getters.

  What is the greatest strength of personal selling?

  The most significant strength of personal selling is its flexibility. Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. A salesperson can gauge the customer’s reaction to a sales approach and immediately adjust the message to facilitate better understanding.

  What are the major types of personal selling?

  What is the downside to personal selling?

  Disadvantages of Personal Selling

  • It is a relatively expensive method of selling.
  • Also, it is an extremely labour intensive method because a large sales force is required to carry out personal selling successfully.
  • The training of the salesperson is also a very time consuming and costly process.

  What is indoor personal selling?

  The act of selling goods by establishing a stall or shop at a certain place is called indoor sale and the person operating such act is called Indoor salesperson. Such type of salesperson does not go to customer’s house rather than stays at his / her shop and sells goods to customers.