Personal selling allows the communicator to adapt the message according to the situations.
Advantages and disadvantages of personal selling Paul Miceli Updated July 19, Personal selling involves one individual exchanging a service, a product or a benefit to a third party, usually referred to as a client or customer, for financial reward.
A good salesperson builds healthy business relationships with clients in the hope of securing repeat business but in the modern age, consumers have more choice over where they purchase their goods and services. Changes in buying patterns continue to affect personal selling, particularly in instances where the customer has an aversion to hard-sell techniques and persistent salespeople.
Transfer of information Online and offline advertising only have so much effect and the knowledge of a salesperson frequently becomes an influencing factor for customers who need to find out more about products and services before committing to a purchase.
A number of tools at the disposal of a salesperson, such as computer presentations, sales exhibitions and advanced technical data, provide key information that push through the sale. Impact Personal selling delivers more impact that direct mail, newspaper advertising and telephone sales rarely provide.
Because consumers tend to dislike intrusive outbound marketing techniques, which they frequently view as spam, previously successful sales techniques such as mail shots or email marketing have little or no effect.
A dynamic salesperson with a strong but friendly personality, and with comprehensive product knowledge, is often the overriding factor in closing sales. Interaction Many customers miss traditional sales patter, a lost art that owes much to the growth of the Internet and a reduction in the size of sales teams within major business operations.
Sometimes, a customer needs the reassurance of face-to-face interaction before they place faith and trust in the products or services on offer.
Less reach Even the best salesperson in the world can only visit a certain number of customers. When allocating time to presentations, negotiations and taking orders, which can take 2 to 3 hours at a time, fewer customers are pitched on a daily basis. Newspaper campaigns have a wider local or national reach while Internet marketing campaigns have global reach as long as the product or service warrants it.
Online sales campaigns, in particular, provide a cost-effective alternative to personal selling with the benefits of added reach, strong conversion rates and the fast reproduction of successful sales formulas.
Customer perceptions Customers rarely have the time or desire to talk to salespeople, particularly when they know a hard-sell approach will almost inevitably follow.The biggest disadvantage of personal selling is that it involves lot of expenditure on the part of the company as company needs to give training to staff for doing personal selling as it requires knowledge of company’s products as well as communication skills on the part of the seller so as to convince the buyer to purchase the company’s.
Advantages And Disadvantages Of Personal Selling Information Technology Essay. Print Reference this.
Advantages and Disadvantages of Personal Selling. Personal selling depends on personal communication between the seller and buyer. Advantages and Disadvantages can accrue from the personal communication.
Disadvantages can be . Another disadvantage of personal selling is the problem of finding and retaining high quality people. First, experienced salespeople sometimes realize that the only way their income can outpace their cost-of-living increase is to change jobs.
The personal selling process is so direct and penetrating that lasting business relation can be developed between the selling house and the clientele. In case of advertising, it acts like . Another disadvantage of personal selling is the problem of finding and retaining high quality people.
First, experienced salespeople sometimes realize that the only way their income can outpace their cost-of-living increase is to change jobs. Disadvantages of personal Selling. Personal selling involves oral presentation of message in the form of conversation with one or more prospective customers for the purpose of making sales.
Possibly the biggest disadvantage of selling is the degree to which this promotional method is misunderstood.