INTRODUCTION
Personal selling are in a branch of marketing that is also broad which is expedient for continued existences of every marketing company most marketing organization today don’t be into consideration the impact of personal selling personal. Selling has to do with person to person communication of which an immediate feedback is provided to the audience as it is a conversation between two or more people or parties.
Every marketing manager ought to have a sale person beside him that have a though knowledge of what personal selling is all about in order to bring about good profit yielding to the company. The increasing prominence of identifying the needs of customer and ways of satisfying them as the focus of a firms existence has made it imperative for marketing organization to go for more sales persons also most employees are channel into being customer oriented with the awe of personal selling. Personal selling becomes successful when the sales person understand why and how buyers whether industrial or consumer behave towards the goods presented to them. To achieve and give more customers personal selling needs to do strategically planning to be effective in today highly completive market place. The tactical implementation of the selling strategy takes place is six steps
Prospecting
Reproached
Approach
Presentation
The close
Follow up
Personal selling as we know is a neither of persuasion. i.e. persuading other to buy your proposition. When we persuade people we do not merely change their thinking on the subject. We cause them to do something. There action are modified as well as their thought in selling ones efforts are modified as well as to persuader are based on an understanding of buying motives. People are persuaded to do thing because they come to believe that there is a package of benefit waiting for them to do so, people are motivated by their desire for the further benefit you offer them. Therefore every sales presentation must convey to the prospect most clearly the benefits you can provide them. Benefit a are not always readily apparent. They go for beyond the product or services you apparently sell. You are selling jobs, profits happy bosses successful solution. Peace and consentient the sales person should paint word pictures to help the prospect visualize such intangible yet importance benefit
Personal selling cannot be over emphasized, for instance, an organization without. A sales person cant push product or service very well because there are some places that needs to be covered that require the aid of a sale rep. this is the ore reason why every marketing firm must take personal setting very importance so that all employees also will be customer oriented. Often times sales people deliberately choose words which they know will stimulate certain desired emotional reaction in the prospect you must remember that when you call on a prospect you are not calling on a dull. Material machines devoid of any memory and emotion. On the contrary, the prospect has had a rich background of experience, all of which have shaped this attitude opinion and feeling about various subject. He or she is not a pawn to be manipulated, what you are and think today largely a result of your previous experiences. During those experience, various value have been implanted in you by the culture from which you desend. Suppose a sales rep says. Our machine are used by more successful executives than all other equipment combing. The word “successful stimulate forceable emotional response to most business executives since success is a goal thy are striving to reach. Logical reasoning also is a quality in the sales person. When sales person use logical argument in selling, they expect the prospect to reason. To thin, to compose this type of selling implies the formulation of a logical syllogism simply means an argument consisting of three parts a major premise, a minor premise and conclusion.
Putting an arugment in this logical form may make it uninsurable but it does not always make sale. It savours unanswerable but it does not always make sales. it serves too strongly of the debating attitude and is likely to place the prospects on the defensive. Most people prefer to do their own thinking or at least to be treated as if they are capable of doing it. Most sales people avoid the syllogistic form of reasoning with their prospect using instead either suggestion or abbreviated syllogism which permits prospect to draw their own conclusion.
Logic used in selling implies an act of deliberation on the part of the prospect this takes time, and the sales person should not attempt to hurry the process as the prospect must catalogue and weight. The argument pro and con and must reach a decision. In deed quick selling a seldom accomplished by logical suggestion is a faster method. Sometimes a will attempt a sales by the use of suggestion, only to find that the prospect is merely trying to think the proposition out a long logical lines. Where this seem to be the situation, it is wise to slow down and resort to logic, permitting the prospect to deliberate carefully each point at times it is necessary to he is the project rationale the urge to buy. One of the best ways to do this is to present the alternative to buying. Thus the salesperson provide the prospect with logical argument to support the desire to buy now.
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