Marketing Study Set 1

Business

Quiz 19 :
Personal Selling and Sales Promotion

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Quiz 19 :
Personal Selling and Sales Promotion

At the clothing store, the sales representative was quite young and energetic. He had complete knowledge about fabrics and designs. He was able to manage so many people by himself. He listened to the customer's requirement patiently and showed them all sort of possible clothes in the store. Some customers were interested in buying clothes and others could not select but salesperson was behaving with all of them without any discrimination. Following are the steps used by salesperson: • Sales representative first greeted and asked customers' requirements. • Customer was then approached by salesperson with few questions that would make customers friendly. • As per the requirements, prospective customers were presented clothes till they are satisfied. • If customers showed any concern, salesperson handled their queries and satisfied them with proper explanation. • Customers were sold the product which suited their taste and need. Yes, salesperson did not follow up with the clients because in an in store sale follow up is not possible. Salesperson gave a very impressive presentation but did not overcome the queries so well. The salesperson was an order taker because they did not run after customer to make a sale rather sold the product to regular customers. There is no creative selling required or performed in this case. The salesperson was the owner of that clothing shop. So, he managed all the sales record and accounts of his business of his own.

Sales representatives who are into Direct selling have to make face-to-face presentation of their product at a place convenient to the customer. Customers for such presentation are usually found either through friends, colleagues and relatives. And this make the customer feel that the sales representative so approached for direct selling is legitimate and authentic. Some companies selling their products to the customer, who is another company, involve in direct selling making the sales representatives more authentic and legitimate. Direct selling of Financial services, telecommunication, scientific solutions, car and other earth moving vehicle are the few products to mention here. Amway and Avon are the better example involved in direct selling through their sales representatives. These facts make the direct selling personal sales representatives more authentic and legitimate.

Personal selling is a method used by marketers to pursue and inform prospective customers. It is done through personal communication, which is paid for, and clients are convinced to purchase a product in an exchange situation. Difference between personal selling and various other promotional activities: img