Personal Selling

Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.

Personal selling is where a sales man actually comes to target market doors and tries to promote and make a sale from his product. This method of selling is perceived to be quite intimidating and often salesmen can be quite bullish in their approach of the customer. A business that is looking to maintain its corporate image will want to employ good salesmen that will not give off a bad aura when they are at work.

Salesmen act as persuaders and have a knack to be able to convince others to their way of thinking. Salespeople have the ability to create trusting relationships with people and are great negotiators. They are charismatic and have the innate ability to make others just want to agree with

Having the ability to sell a product takes great talent. To make it in the sales business a person has to be driven, motivated, and persistence. There are several components that go into training a sales person. They have to possess the ability to read people and to know what they want before they say it. Being a car sales person takes a person that understand the compensation plan for the organization, learning what customers are looking for in a sales person, and to sell that vehicle while making the customer feel that were not haggled (World at Work, 2007).

Personal selling is an important marketing component. In the glossary of our textbook, personal selling is defined as “personal communication with an audience through paid personnel of an organization or it agents in such a way that the audience perceives the communicator’s organization as being the source of the message.” (Ingram, LaForge, Avila, Schwepker, Jr. & Williams, 2015). Personal selling is trying to communicate with or convince a potential customer, usually through face-to-face contact, that your service or product is the best product or service that can satisfy or meet his or her product or service needs. Some examples of personal selling include real estate agents, retail clerks, insurance agents, automobile salespersons, telephone

This occupation isn’t like others because the success of the sales aren’t just based on how the salesman works, but also the customers attitude. Sometimes a customer may not be interested or lose interest quickly. This makes a salesman’s job harder because they must pay close attention to their customers and form correct reactions. A successful salesman must know how to persuade their customers, yet aren’t too pushy. The salesman must make the customer feel comfortable and feel a need to buy what they are selling. The greatest thing to remember is that a salesman must be understanding with customers. If the customers say the price is too high or that they don’t want the product, the salesman must stay kind to the customer. If not they might never buy a product from them or hinder any their future

Thus, these SMART GOALS provide the employee that they all have a mission to achieve. Thus, in Delta Hotels, personal selling philosophy is a unique because the sales person adapts the new trending concept of the market, and then listens to the guest needs, add value to the product and then satisfy the requirements and demands of the customer. Example: If a company X has a meeting in Delta Hotels conference room, then the sales person will ensure all the details of the meeting and add valued services to the guest. (Details include: what kind of meeting, meeting hours, refreshment requirement, etc.)

Salesmanship is one of the most looked down professions that most people would prefer not to be associated with. But this hasn't kept away one in every nine Americans (almost 15 million) from actively engaging in sales as a career. Nonetheless, according to a sales and marketing best-selling author, Daniel Pink, everyone in life is a salesman and so is every profession. To further explain his point, Pink even summed up his survey on sales into a book entitled "To Sell Is Human."

There is a phycology behind selling. In the article The Phycology of Selling, by Brian Tracy and Michael Tracey, they speak about the salespeople and what they do to become successful. They explain the 80/20 concept which states that twenty percent of the people make eighty percent of the money. They also expand on it by explaining how people become successful. They say that if one sets a goal and works to achieve it will eventually become true. Furthermore they say that self-confidence is a strongly necessary. To have confidence and believing in oneself is the way to succeed.

In this book he refers to a lot of stories that mainly have to do with sales. When you are going to a business meeting always do your homework about the person you are meeting so you address them properly and ask them how their hobby is going, about their family by name, even grandchildren. When you show an interest in the other person they will open up, see you as very informative even knowing you are there trying to sell them something. Always tell them how you appreciate their business and it always a pleasure to see them even if no business is done. This will keep you in their minds and they will end up calling you to do business

Of the messages mentioned previously, the one we would want to communicate with personal selling would be that LevelCan is the trashcan that every family needs. The reason for choosing this message for personal selling is that we would actually be interacting with individuals within our target market. During the interaction, we would communicate the other aspects of LevelCan, which make it desirable and a “must have” for families. By directly communicating the reason for such a unique product, there is a high possibility that the interaction will be successful (in gaining the sale). This would be pull because we would be communicating to the consumers why they need and should buy our product. In turn, they would want retailers to stock

personal selling is to persuade customers to purchase their motorcycles, parts, and accessories. A direct response is generated through the contact between the sales representative and the customer.

Recommendations- Personal touch of the employees of the company to their customers in terms of “personal selling” can prove out to be very useful to the company. This theory is the most powerful tool for service marketers such as ANZ bank (Burrows, 2011). Some of the private banks give direct visits to customers at their house (Lovelock, 2011).

The personal selling process is a continuously revolving cycle of stages that assist the professional sales person of today in developing basic selling strategies and tactics that help them improve and prefect their own personal selling styles. As listed in the text, “there are countless small tasks in the personal selling process that are generally organized into seven major stages that overlap and interact which are:

The American Red Cross is not funded by the government. It is an independent entity that is organized and exists as a nonprofit, tax-exempt, charitable institution. The ARC is the nonprofit organization it is today because of donations given from people all around the world. When there is a national disaster, the ARC is at the tragedy working to help families. ARC’s presence at these tragedies reassures people that their donation is being put to help fund a good cause. The ARC utilizes social media to draw attention to major national disasters such as Facebook and Twitter. They also have created videos on how donations and the aid of Red Cross has assisted multiples families worldwide. With these