As defined , personal selling is that
part of promotion involving an oral presentation in a conversation with one or
more prospective buyers for the purpose of making a sale. Unlike advertising
and publicity, selling relies on personal contact. The goals of personal
selling are similar to other promotion types: information, persuasion, and/or reminding.
Personal Selling utilizes pral presentations to prospective buyers for the purpose of making a sale.
In the United States, more than six million people
are employed in the sales positions defined by the Bureau of Labor Statistics,
Included are professional sales personnel and clerical sales personnel,
Salesworkers may be involved with complex selling arrangements or perform
routine Task.
Professional sales personel generate customer
accounts, ascertain needs, interact with consumers, emphasize knowledge as well
as persuasion, and provide substantial service. They usually dress in business
attire and are well compensated, Top salespeople can earn more than $100,000 per
year. for examples of professional sales personnel are stockbrokers,
manufacturing sales representatives, Insurance agents. and real-estate brokers.
Clerical sales personnel answer telephone
inquiries. obtain stock from inventory, recommend the best brand in a product
category, and complete transactions by receiving payments and packing products.
They dress less formally than other personnel and are not compensated as well.
Examples are retail, wholesale, and manufacturer sales clerks.
Personal selling goes far beyond the six million
workers identified by the Bureau of Labor Statistics, because every contact
between a Company representative and a current or potential customer entails
some degree of personal interaction. for example, lawyers, plumbers,
hairdressers, and cashiers are not defined as sales workers. Yet, each
occupation involves a great degree of customer contact.