November 2021

Meaning and Definition of Personal Selling Personal selling refers to the use of speech and personal conviction to bring about some action on the part of another. Salesperson is a man who actually performs the personal selling. A salesperson in personal selling tries to persuade the prospect so that he can take a decision to […]

PREPARATION FOR SALES NEGOTIATIONS In addition to the factors outlined in the previous section, a sales negotiator will benefit by paying attention to the following additional factors during preparation. Assessment of the balance of power In the sales negotiation, seller and buyer will each be expecting to conclude a deal favorable to themselves. This balance

PREPARATION FOR SALES The ability to think on one’s feet is of great benefit to salespeople, since they will be required to modify their sales presentation to suit the particular needs and problems of their various customers and to respond quickly to unusual objections and awkward questions. However, there is much to be gained by

SALES RESPONSIBILITY AND PREPARATION SALES RESPONSIBILITIES. The primary responsibility of a salesperson is to conclude a sale successfully. This task will involve the identification of customer needs, presentation and demonstration, negotiation, handling objections and closing the sale. These skills will be discussed later in details. In order to generate sales successfully, a number of secondary

SALES DISPLAY AND DEMONSTRATIONS Once the problems and needs of the buyer have been identified, the presentation follows as a natural consequence. The first question to be addressed is presentation of what? The preceding section has enabled the salesperson to choose the most appropriate product(s) from their range to meet customer requirements. Second, having fully

PROCESS OF SELLING This can be defined as the last step in chain of commerce where a buyer exchanges cash for a sellers good/service or the activity of trying to bring this about. Refers to give or handing over something in exchange for money.it involves persuading someone of the merits of a particular product or

EMERGING TRENDS AND ISSUES IN  MARKETING Use of advanced technolog1y-computers;ict advancement Emergence of customer care services department to handle financial matters only. Tele marketing. Globalization-this is a process whereby different systems and parts of a related trade, function as a closely-knit system at the international level. Communication and transport have vastly improved and affects many

SERVICE MARKETING Service refers to any act/performance that one party offers to another that is essentially intangible and does not result in the ownership of anything. SPECIAL CHARACTERISTICS OF SERVICES. Intangibility-services can not be seen, tasted, felt, heard or smelt. Inseparability-services are produced and consumed simultaneously. Heterogeneity(heterogeneous)-services are variable since they depend on the provider.

CUSTOMER CARE This refers to activity of  looking after customers and  helping them with complaints and problems. It involves provision of service before and after purchase. Customer care is also a third party provider that takes customers calls, answers their questions, address their concerns, and solves their problems etc, and submits detailed reports on such

DIRECT MARKETING This are direct communications with carefully  targeted individual consumers to obtain an immediate response and cultivate lasting customer relationships the new direct marketing models include: advances in direct marketing include emergence of catalog companies, direct mailers and telemarketers. BENEFITS  AND GROWTH OF DIRECT MARKETING. BENEFITS TO BUYERS; Easier to know the current models

ASPECTS OF PERSONAL SELLING. Professionalism-this involves training sales people to the selling process the steps to effective selling include; Prospecting and qualifying-the company will find the leads by examining data sources such as newspaper and directories, organizing trade shows, using telephone and mails qualifying involves contacting the  leads to access their level of interest and

FACTORS/CRITERIA TO CONSIDER IN SELECTING THE MOST APPROPRIATE MEDIA FOR ADVERTISING Cost element-refers to amount of money to be spent in advertising. select the most cost effective media. Frequency-this is the number of times the public will hear a single advert. the higher the frequency the better the impression created. Impact-this is the effect of