Personal Selling | Meaning | Importance | Process | Types | Advantages | Disadvantages |

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00:00 Starting
00:26 How to purchase advertising book PDF
00:56 Meaning of Personal Selling
04:54 Importance of Personal Selling
09:00 Process of Personal Selling
20:12 Types of Personal Selling
24:41 Advantages of Personal Selling
28:43 Disadvantages of Personal Selling



Meaning of Personal Selling

Personal selling means selling personally. It is a costly but effective promotional method because it involves face to face interaction between the buyer and the seller. The seller's motive is to use his skills and abilities to convince the customer to sell the product. Here, the salesperson highlights the features of the product, and if it matches the buyer's interest, they purchase it.

Importance and objective of Personal Selling

1.) Two-way communication
Advertising channels like newspaper, television, radio, social media, and Magazine is one-way communication, but personal selling is a two-way communication. Salesmen provide necessary information to customers about the company's and its products, and Convince him to buy the product.

2.) Interactive approach
In personal selling, buyer and seller have face to face communication with each other. It helps both the parties to interact effectively and observe each other closely.

3.) Detail Demonstration
Demonstrating on advertising channels (newspaper, television, radio, social media, Magazine) is limited, but personal selling includes a detailed demonstration of the product by the salesman to the buyer.

4.) Build strong relationships
Most of the media channels are one way communication. They make relation between product and customer, but person selling involves deep interaction of both parties that build strong relationships.

5.) Immediate Feedback
It is that promotion technique that provides immediate feedback from the customers. If the buyer has any queries regarding the product, he can ask at the same time.

Process of Personal Selling

1.) Prospecting
Prospecting involves finding potential buyers or clients. The company needs to do research to identify the right customer who can purchase the product. It will save the time and effort of the company by just focusing on the target buyer.

2.) Preparation or pre-approach
Before making contact with the client, the seller needs to prepare himself. Sellers need to be aware of product descriptions, prices, payment options, and competitor similar product information.

3.) Approach
In the approach stage, the seller makes the first personal connection with the client. The seller shares the information about the product and takes query from the client.

4.) Presentation
In the previous step, you understand the needs and wants of the client. Now, you can give a presentation or demonstration of your product that will fulfil those needs or wants.

5.) Handling objections
After completing the presentation, the client may have some questions. It is an important part of the selling process and it shows that the customer is taking interest in your product. It helps the client to understand the product better.

6.) Closing
Once you convince the client, then it's time to close the sale. Closing sales might involve drafting a proposal, negotiating terms or pricing (EMI or full settlement), signing contracts, completing a monetary transaction, etc.

7.) Follow-up
Follow-up creates a strong relationship between the seller and the buyer that ensures customer satisfaction, retains customer loyalty and helps to generate new customers. It involves asking about their experience with their product or service.

Types of Personal Selling

1.) Order Takers or Indoor selling
2.) Order Getters or Outdoor selling
3.) Order Creators

Advantages of Personal Selling

1.) Conveys Detail information
2.) Creates Deep impact
3.) Customer Confidence
4.) Improving Image

Disadvantages of Personal Selling


1.) Limited reach
2.) Training Cost
3.) High salesperson turnover
4.) Negative Image of Salesmen

Personal selling
Meaning of personal selling in hindi
importance of personal selling
Objective of personal selling
process of personal selling in hindi
What are the types of personal selling
Benefits of personal selling


Limitation of personal selling
pros and cons of personal selling
advantage an disadvantages of personal selling