Advantages of Personal Selling for Custoomer's Satisfaction

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Recommended: Marketing strategy chapter 1

Marketing enables both, individuals and organizations to sell products and services to other people to help them satisfy their needs and wants. At some point in the selling process, personal selling usually becomes involved. It is the personal selling process that allows marketers the greatest freedom to adjust a message to satisfy customers' information needs. Personal selling allows the marketer to communicate directly with the prospect or customer and listen to his or her concerns, answer specific questions, provide additional information, inform, persuade, and possibly even recommend other products or services. Personal selling is the most expensive form of advertising and to be an effective one.

The first step is prospecting(Anderson, Dubinsky, Mehta pg.103). The sales process is adaptive, which means that each situation may be different and salespeople have to be able to adapt and understand what is important to each customer and where each is in the buying process. With this step in the process, sales representatives look for new customers that they can potentially sell their products to. This can be done by cold calling or by going out into the market and talking to people. This part of the process is a numbers game, and the sales representative has to contact many people. An important initial step in personal selling is the selection, training and motivation of salespeople. Salespeople must be fully familiar with the product, the firm, the market, and the selling techniques. They should be well-informed about the competitor's products and the degree of competition. The salesperson should also be acquainted with the motives and behavior of prospective buyers. Approximately twenty percent of a firm's customer base ca...

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...d trust. Modern customers want to depend on the product as well as the seller supplying it. Selling will continue to change and evolve over time much like people do, but as long as both sides finds a balance of respect, trust, and commitment the selling process will continue (Nightingale).

Works Cited

Anderson, Dubinsky, Mehta. Personal Selling. New York: 2007.

Tracy, Brian. "The New Model of Selling." 13 Apr 2012. Speech.

Nazar, Jason. "The 5-step Sales Process ." Docstoc. 28 Jun 2011. Speech.

Nightingale, Earl. "Listen..This Will Change Your Life - The Strangest Secret ." 1956. Speech.

"Relationship Selling: Anatomy of a Sale." Relationshipselling.org. 26 Apr 2010. Address.

"Sales Presentation." n. page. Web. 24 Feb. 2014. .

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