Advantage, you know the subject exceedingly well. Wiki User Answered . Personal communication must have a direct effect than messages shipped through advertising press, so the selling can be done at a better approach. Advantages and Disadvantages can accrue from the personal communication. Involvement in the decision-process 5. There is direct interaction between the buyer and the seller. Disadvantages Of Personal Selling 1.Cost of employing sales force 2.In addition to basic pay incentives are to be provided 3.Sales person can only call on one customer at a time. One of the tools we often use to do this type of planning is an irrevocable trust. Disadvantages of Owning Your Personal Residence in an Irrevocable Trust. Disadvantages of Personal Selling. 4. Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. One of the disadvantages associated with personal selling is that: A)cold calling is easier than direct mail advertising. Answers. 9 10 11. Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. Undoubtedly, the most significant strength of personal selling is its flexibility. Personal selling focuses on personal problems of customers. Personal selling depends on personal communication between the seller and buyer. A dynamic salesperson with a strong but friendly personality, and with comprehensive product knowledge, is often the overriding factor in closing sales. A salesperson can gauge the customer’s reaction to a sales approach and immediately adjust the message to facilitate better understanding. Detail Demonstration: Except television advertisements, demonstration is not possible. ADVERTISEMENTS: After reading this article you will learn about Personal Selling:- 1. The moment the salesman moves out, the clientele drops down to the detriment of the firm. Labour intensive . Lack of distraction 4. The personal sale would achieve success easily when it is backed by another marketing tools such as advertising or public relations. Personal selling is determined by personal communication between your retailer and buyer. Inconsistent messages 2. Meaning Personal Selling 2. Advantages. D)it can be directed toward those customers with the highest potential. Challenges in Personal Selling Personal selling involves face-to-face contact with a customer. Personal selling involves person in selling activity.Personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships is called Personal selling. • This method is persuasive as it involves personal communication. Personal selling ensures development of relationship between the sales person and the prospective customer. Advantages and Disadvantages can accrue from the non-public communication. Advantages of Personal Selling 3. Test Prep. And, if you know how to sell, then you have another advantage. Limitations. Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. Owing to this very reason, the conversion rate as the name itself suggests, it involves face to face selling. • In personal selling the buyer is able to make informed decisions. Meaning Personal Selling: Selling is personal or impersonal process of assisting and/or persuading a prospective customer to buy a commodity or service or to act favourably upon an idea that has commercial significance […] Disadvantages of personal selling. In this unit, we will understand the advantages and disadvantages of selling. If you are at an office or shared network, you can ask the network administrator to run a scan across the network looking for misconfigured or infected devices. Personal selling is the most effective tool at certain stages of the buying process, particularly in building up buyers' preferences, convictions, and actions. High cost 4. Physical stores have a salesperson that guide and advise the cutsomers of what kind of product is available based on their needs and demands. High cost. School Strathmore University; Course Title FIT BBT 101; Type. Top Answer. The most significant strength of personal selling is its flexibility. C)it is expensive. Merits of Personal Selling: Under the retail channel, a sales person interacts with potential customers who come on their own to enquire about a product. Its advantages include the following: 1. Disadvantages of Personal Selling: 1. Asked by Wiki User. There are a number of advantages and disadvantages of personal selling. References 1.Marketing Management by Dr.karunakarn 2.Marketing Management by Dr C.B.Momoria Dr. Pradeep Jain and Dr Priti Mitra 3.Marketing Management by Ramaswamy and Namakumari 4.www.google.com … Advantages and Disadvantages of Personal Selling. POS merchandising involves face-to-face contact between sales representatives of producers and the retail trade. A salesperson can gauge the customer’s reaction to a sales approach and immediately adjust the message to facilitate better understanding. It is seen that in some cases, despite knowing some shortcomings of a product, customer tend to purchase it simply because of personal relationship with the seller. July 11, 2018 Kirsten Howe One of the things we do at Absolute Trust Counsel is assist families with a disabled senior to preserve assets and also become eligible for Medi-Cal assistance to help them pay for nursing home care. Personal selling has several important advantages and disadvantages compared with the other elements of marketing communication mix (see Table 8.6). Poor reach 5. Personal selling is just one of many skills you should have in your sales toolbox. However, online stores do not have the same pathway to purchase. A final strength of personal selling is the multiple tasks that the sales force can perform. Personal selling is typically a one-on-one process by which a company's sales representatives personally work with prospects to recommend the best product or service to match their needs. Allowing for two-way interaction 2. Salespeople ask questions of prospects to understand their particular needs and then try to sell the benefits of the most appropriate solution to meet those needs. Meaning of Personal Selling || Advantages and Disadvantages ? Personal selling is a part of a company’s promotion mix, beside with public relations, sales promotion, and advertising. • The salesperson can demonstrate the operations and use of the product. 30. Salesman can provide a detail demonstration and can supervise when customer is making the actual use of products. In this two-way communication, the seller can identify the specific needs and problems of the buyer and tailor the sales presentation in light of this knowledge. Moreover, the sales representative can adapt according to the needs of the client and can change the script accordingly. Merchandising involves face-to-face contact between sales representatives of producers and the retail trade. But personal selling must not be overlooked: it remains an extremely important part of a salesperson’s arsenal and is a skill every good salesperson must master. This preview shows page 18 - 22 out of 23 pages. You also know what the customer's key objections are on each sell. Advantages & Disadvantages of Personal Selling• Advantages: 1. B)a salesperson often change the message based on consumers' needs. A lot of people do not like to sell themselves. Can only reach a limited number of customers. It involves personal interaction between two or more people, so each person can observe the other's needs and characteristics and make quick adjustments. Impact. However, television demonstration is much limited. Expensive . The main advantages and disadvantages of personal selling can be summarised as follows: Point-of-sale merchandising can be said to be a specialist form of personal selling. Selling can be through different ways for example direct selling, selling on the internet, selling on retail stores or personal selling. See Answer. E)all of these. Industrial Selling Environment3 Exogenous Variables:3 Endogenous variables:3 FOUNDATIONS OF PERSONAL SELLING: AN ORGANIZATION CUSTOMER FOCUS:5 Promotion and role of personal selling:7 Personal selling: the conceptual framework:9 Stages of the selling process9 Personal selling and Competition:12 Scene 1: NEW FIRM, NEW PRODUCT LINE/MIX13 Scene 2: NEW UNKNOWN FIRM AND … Uploaded By thomesthomes; Pages 23. Allowing for two-way interaction. Source of research information• Disadvantages: 1. Tailoring of the message 3. Advantages and Disadvantages of Personal Selling The most significant strength of personal selling is its flexibility. Personal communication should have an impact than messages delivered through advertising media, so that the selling can be done at a better approach. However, the advantages can outweigh the disadvantages in certain situations. The training of the salesperson is also a very time consuming and costly process. 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. Personal selling allows the seller to convey more information than other promotions. What are disadvantages to personal selling? Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. Personal selling is such a process-direct and close between the customer and salesman that the consumer loyalty depends on the presence of such a salesman. Sales force/management conflict 3. 2011-02-03 10:27:22. State five advantages and five disadvantages of personal selling in product promotion. Personal Selling as a marketing communication tool. This helps in making sales. The ability to interact with the receiver allows the sender to determine the impact of the message. Disadvantages of personal selling explaining the. 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