Types of Personal Selling

Types of Personal lead astrayingIt is habituate as visualized, when you see a printed or sound establish advertisement, you send word remember those advertisement for long in your mind.E.g. Print advertisements, advertisements in Television, Radio, Billboard, Broachers and Catalogues, In- put in display, motion pictures, banner ads, web pages, posters be some of the examples of advertisingThe to a greater extent you advertise, you goat develop the brandWhenever you see the advertisement , you remember the carrefour or service so, the product has long term image glide 06 sales processionExamples Contests, product samples, Coupons, tack shows and exhibitions. slideway 07 Popular gross gross revenue promotionBuy one eviscerate one discontinue when you demoralize one product you get the said(prenominal) product as freeCustomer relationship watchfulness incentive such as reward requests or money off coupons. Customer relationship everywheresight is from banks to tiptop marketsE.g. Apico provides privilege card to the clientsNolimit provides Arampaima Card to the customersNexus Card provide to a greater extent benefit for the customersNew Media website and wide awake phones that support a sales promotionE.g. in UK nestle printed individual reckons on KIT-KAT packaging, whereby a consumer would enter the code into a dynamic website to see if they had won prize. Consumers could also text codes via mobile phone to the same effect.Free gift Buy one product and get one product free as a gift. enounce promotions buy one product of one brand and you get some other brand product as freeFree samples Tasting of nutriment and drinks at sampling points in supermarketsE.g. Red Bull was given by to authorization consumer at supermarkets, in high streets and at petrol displace (by a promotion team)Vouchers coupons often seen in impudentlyspaper and magazine, on pack.Slide 10 Direct marketingRolesInfluential tool for building customer relation ship- when you snuff it with the customer directly, the relationship between both with be build. modify Company to interact with the customer directly- company move directly run away with the customers.Company sight get regular feedback from customer Company abide get regular feedback from the customers E.g. Nestls baby food records a database of re new-fashioneding pargonnts and post them somebodyalized parcels of gift and give them guidance at cardinal phase in babys life. As they get in touch with more than concerned consumer at the best times.Slide 13 Understanding purchaser BehaviorIf you want your business to be successful you have to s pile their buying behavior. Especially in todays competitive world. Unless you understand it is very hard-fought to gain them as customers and keep them loyal. Buying behavior is one of the elements you sine qua non for a customer profile.Slide 14 Environmental AffectsMultiple methods use to find milieual forces exist. One such m ethod is called the PEST analysis because it lists the political, economic, socio cultural and technological factors that can influence the business environment. Examples of such factors that can influence ain shell bug outing include legislation on histrion and on content in marketing, the average income of potential customers, local etiquette and the technologies potential customers tend to use. Economic, socio cultural and technological factors ar particularly important in personal selling because understanding these factors lets care figure out what products to sell and the best sales methods. For example, a business office choose to use an advertising-driven pull cost rather than the more aggressive push approach in a culture in which approaching strangers is frowned upon. In this example, sales peck would be used more as sources of information to confirm the purchase decisions of customers already pulled in by advertising campaigns.Slide 15 Managerial AffectsE.g. man agement might choose a push approach to selling in which sales hatful be expected to seek out potential customers and attempt to sell to them directly rather than relying on advertising to pull them in. In this example, management would plan out the processes needed to support a push selling campaign, hire and teach salespeople suited to the aggressive push mindset, direct them in their day-to-day selling and use this experience to improve on their sign plans.Slide 16 Main types of personal sellingDelivery people E.g. Milkman, Fisherman and nowadays bakery lags atomic number 18 brought through three wheels.Salespeople E.g. people who try to sell the company product at supermarkets.Door to access Selling salespeople who visits house by house and sell the product.This is all nigh the role of personal selling. Hope u guys understood the lectures. Thanks for comprehend to my lectures.Task 022.1 There atomic number 18 difference in the constitution of sales tasks and skills in variety of contexts Agree or Dis agreeI agree this statement because,the general duties expected of any sales person, the duties and responsibilities hand over to a sales person depend mainly on the nature of business.The hire out description is evident in multiple industries includingPharmaceuticalSales, insuranceSales, Retail Sales and Internet Sales.Therefore, the role of a sales person in thePharmaceuticalindustry may not be the same with a sales person inthe InsuranceSales or in the Internet Sales. While a sales person in the Retail Sales may be in a store attending to customers, anInsuranceSales personis required to be out in the field and sell the insurance to the customers.Sales Representatives play a major role in the success of their individual companies. They are the motive clients, customers or buyers may either be satisfied or not. And they are required to make the best of this opportunity by offering property service to customers. They are supposed to know the ins and outs of their companys products and services so they can educate clients on how these products and services can be used to sink costs or increase revenue. More often than not, a sales personis requiredto spend much time travelling and tour prospective buyers and current clients to remind them how committed the companyis to satisfying their personal and business needs.2.2 Sales staff members who are operating in an world-wide environment should play a different role compared with sales staff member from local environmentSales staffs in an international environment and local environment both are similar, both sales persons leave behind be having a good knowledge about the product or service, competitors, buyer behavior and thy directly communicate to the customers and receive the feedback. All these are done by both the salesperson but the different are the sales person in an international environment will be using the language which is understood by the customers and as H e/she is in an international environment they knows the customer expectations on the product or service. So, he /she will react according to the customers willingness.2.3 there is a possibility to formulate the purpose of participating for the heap finesTrade pretty is an event employ to a particular industry and acts as a platform for deliverance together buyers and sellers in different regions, under one roof. The product manufacturers, dealers, resellers, importers and exporters are the main participants in a trade fair. The first consideration for organizing a trade fair is its feasibility. A market analysis needs to be done to get an idea of the response that a trade fair will get, once it starts. The interest shown by the potential visitors and exhibitors decides the success or failure of a trade fair. Just like a well-organized trade fair can benefit the entire industry, similarly fair trading can prove very important for the reputation of companies.Trade fairs are the meeting point of people from different geographical areas. These people can have different motives for attending a trade show. Some might come to the fairs strictly for business purposes people like businessman and school-age child who are doing the higher education and others might only be enkindle in grabbing new friends on the same age. Whatever may be the reason for their visit, visitors are always on the lookout for something interesting and expense remembering. Even though a boring trade fair may still do good business, but it will never be able to r severally high heights in popularity.By conducting trade fairs the companies get opportunities of getting new customers, new market, new competitors, new distributors, new agents and new partners for the company. Trade fair helps the company in promotion, marketing and promotional material all these happens from participating in trade fairs.For example trade fair of Sri Lanka Expo 2012 organized by the Sri Lankan Export Devel opment Board at BMICH. The Exhibition provided an ideal opportunity of Sri Lankan exporters to showcase their quality export products and services, handed-down and non-traditional at a single platform with over 300 stalls to an international audience.Edex Expro 2012 trade fair.Task 03Role and objectives of sales managementSales Managementwas in the beginning meant for sales personnel. It had a narrow point of view of directing the sales personnel of an organization. Sales Management has gained a broader perspective, which includes management and implementation of all marketing activities via advertising, personal selling, sales promotions, distribution, set and others.Appropriate recruitment and selection procedures are do by some(prenominal) ways those areJob advertising through newspapers, websites, mass medias and VCT professional magazinesCampus recruitment Hayleys, dialog these types of organizations go to universities and do progress toshops and get people.Employee agen cies- they give the JS to the job agencies and get employeesGetting data base from the organizations e.g. NDB bank and Aviva is doing this.There are sexual and orthogonal methods of recruitment, advantages of internal recruitment are Internal Employees are most familiar to the organization and its culture, The cost of recruiting internal employees is less, Motivates the existing staffs, Strengthens the employee relation, Banks recruiting employees internally. The disadvantages of external recruitment are Wide selection big pool, Infusion of fresh blood people with new ideas and thinks, Element of competition we can competitive and get people from outside, Can get the employer brand advantage, Can deface the best talent from the competitors, Development cost is less.The detach selection made is made by interviewing the candidates. There are three methods of interview they are one- one interviews interview one and make comfort for the candidate. Broad interviews, prove interv iews when recruiting military people it is better, Group interview.The two techniques used to co-ordinate and incorporate sales output are, appraisal and carrying into action and budget and profitability. Appraisal and performance is used to provide an assessment of current performance against which future improvements can be measured and training needs established. We can evaluate the employees and get feedbacks to achieve the target of the organization. Budget and profitability will be used to achieve the sales targets and to increase the sales output.An organizational structure is an internal representation of how persons are positioned in an organization and further can be used to identify the level of power and responsibility given to each person within the organization. It is better to have the matrix structure, where each part has each manager. If there is a problem in one subdivision, that department manager can make the decisions.By motivating and training the employee s we can enhance sales performance at the organization. By motivating the employees they work for the organization, by that we can achieve the goals of the organization. Training for the sales staffs are necessary, they should be trained as on the job training. Where they will be manage by the top management, by workshops and by conducting lectures, where they will explain how to communicate with the customers and the knowledge of product and about the company. All theses will make a sales staff to start the sales.The Roles and objective of a Sales management is to identify a sales staff and motivate him/her then train him/her will the necessary skills and connect him/her to the organization structure and used the appropriate technique to enhance the sales output.