"The main difference between sales promotion and personal sale is that the latter is a non-personal way of communicating With the client. Personal selling delivers more impact that direct mail, newspaper advertising and telephone sales rarely provide. The Disadvantages of Product Orientation to a Business→, Advantages & Disadvantages of Advertising→. Functions 6. Disadvantage, you know the subject TOO well. Personal sales are a bidirectional communication process that allows for efficiency dialogue between the customer and the sales representative. For example, if the company deal with the B2B markets or with the CEO of a company, the personal sale. Customers rarely have the time or desire to talk to salespeople, particularly when they know a hard-sell approach will almost inevitably follow. In other Promotional tools such as advertising that are based on unidirectional communication, it does not guarantee that the clients have understood the communicated message. Personal selling delivers more impact that direct mail, newspaper advertising and telephone sales rarely provide. Sometimes, a customer needs the reassurance of face-to-face interaction before they place faith and trust in the products or services on offer. Even the best salesperson in the world can only visit a certain number of customers. In such cases, the personal sale would help to reach the client and inform about the product / service. Knoji: Advantages and Disadvantages of Personal Selling. Characteristics 4. 2) If you are the sales manager of a FMCG product like toothpaste, which one Do you prefer between personal sales or advertising to increase sales? Each and every one of the tools, such as personal sales, advertising, sales promotions, etc. Objectives 5. A good salesperson builds healthy business relationships with clients in the hope of securing repeat business but in the modern age, consumers have more choice over where they purchase their goods and services. They have their advantages and disadvantages. 1) Explain the benefits of using personal sales as a communication tool to sell loan products. A number of tools at the disposal of a salesperson, such as computer presentations, sales exhibitions and advanced technical data, provide key information that push through the sale. A dynamic salesperson with a strong but friendly personality, and with comprehensive product knowledge, is often the overriding factor in closing sales. In B2B markets, the sales process involves a lot of communication time and, therefore, a high level of bidirectional interaction is required for personal sales to be practical communication tool. The personal sale would apply if the cost per sale is justified as insurance products, loan products, credit card sales, personnel banking products, high-value kitchen appliances such as dishwashers, water purifiers, chimneys, etc., in which the benefits of the client for the company they are more than the costs that are incurred for the sale to happen. Personal selling involves one individual exchanging a service, a product or a benefit to a third party, usually referred to as a client or customer, for financial reward. Personal selling depends on personal communication between the seller and buyer. Advantages of Personal Selling a) … Newspaper campaigns have a wider local or national reach while Internet marketing campaigns have global reach as long as the product or service warrants it. Many customers miss traditional sales patter, a lost art that owes much to the growth of the Internet and a reduction in the size of sales teams within major business operations. He has been published online by Ideate Media and Promiga and has a proven track record of producing informational articles and sales copy. On the positive side, personal selling allows the salesperson to target the message specifically to the audience and receive immediate feedback. Also, it is an extremely labour intensive method because a large sales force is required to carry out personal selling successfully. Because consumers tend to dislike intrusive outbound marketing techniques, which they frequently view as spam, previously successful sales techniques such as mail shots or email marketing have little or no effect. They have their advantages and disadvantages. Advertising is a communication tool aimed at many consumers simultaneously. Sales reps have to cover one territory or market at a time. Low value Products can not depend on personal sale unless it is a repeat purchase by the client and the long-term gains are justified by the cost incurred. Personal selling is a promotional method in which one party (e.g. Miceli is educated to U.K. "A-level" standard, continues to work as a paint sprayer and has more than 25 years of automotive body repair experience. Explain the reason for your preference. be a better communication tool than advertising or sales promotion. Personal selling offers entrepreneurs both advantages and disadvantages in comparison with the other elements of the promotion mix. It would be easy know if the client has really understood the message communicated About the product / service. Online and offline advertising only have so much effect and the knowledge of a salesperson frequently becomes an influencing factor for customers who need to find out more about products and services before committing to a purchase. Definition: Personal selling can be seen as a marketing communication tool that implies a one-on-one communication, which can happen in a face-to-face way communication, through the telephone line, through video conference or by email. There is a requirement of high capital costs. The ability to interact with the receiver allows the sender to determine the impact of the message. This flexibility is not available in the advertising that occurs through the television, newspapers, magazines, shop windows, etc. Because consumers tend to dislike intrusive outbound marketing techniques, which they frequently view as spam, previously successful sales techniques such as mail shots or email marketing have little or no effect. Since a sales representative interacts with a potential customer in a time the messages can be adapted and delivered according to the needs of the client. The key advantage personal selling has over other promotional methods is that it is a two-way form of communication. Unlike advertising, the personal sale is aimed at a potential customer and develops the relationship. Online and offline advertising only have so much effect and the knowledge of a salesperson frequently becomes an influencing factor for customers who need to find out more about products and services before committing to a purchase. Personal selling has a number of drawbacks that may not make it the best promotional option for some organizations including: Negative Perception of Salespeople – Possibly the biggest disadvantage of personal selling is the degree to which this promotional method is misunderstood as many view salespeople as being overly aggressive or even downright annoying, and only interested in …
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