According to adamu 200 personal selling is the presentation of a persuasive message by selling to a potential customer or group of customers, personal selling can also take place through. Personal selling 99 lesson 22 personal selling when you want to buy something you usually go to a concerned shop and purchase it from there. Contributions of personal selling contributions of. The impact of personal selling on sale volume of mobile phones in calabar municipality. What happens in these interactions is crucial because the behaviour of the salesman will impact the. Outlining 10 steps in the personal selling processfrom prospecting for new business to closing a dealthis guide explains the art of the sale.
But, sometimes you find people bring certain goods or products and make them available to you at your place. The impact of personal selling in the marketing of beverages. The impact of personal selling on the purchasing behavior. Salespeople and the customersalespeople provide solutions to problems. Salespeople provide market research and customer feedback. This study aimed to find the impact of personal selling on the purchasing behavior. Salespeople and the employing firmsalespeople generate revenue.
Poor motivation of sales people has been of immense draw back to impact personal selling, poor sales presentation techniques is also a factor, unpleasant attitude of consumer toward personal selling 1. So a salesman must have the ability to convince the customers so that an interest may be created in the mind of the customers to use that product. Effect of personal selling on sales growth afribary. The complete project work would be made available when you subscribe for the full material. This study focused on the impact of personal selling on the productivity of. Pdf the impact of personal selling on the purchasing behavior. The divergent effects of organizational identification on salesperson and customer outcomes in a friend selling context beeler et al. Personal selling remains an effective tool in assisting and or persuading customer to patronize a firms offerings or to act favourably upon an idea that has commercial significance to the firm. The impact of personal selling on the productivity of. Role of personal selling as a tool of direct marketing. Most companies fail to employ the services high caliber salesman and women. To determine the roles of personal selling as a promotional tool and its impact on sales.
Though it is the most ancient art of sales ever in the history, it is proven. High impact sales coaching guide training industry. Becoming a great sales coach requires time and dedication. Many people enjoy working in sales because of the autonomy to make decisions, leverage deals, and satisfy customers. Pdf the role of affect in personal selling and sales. The impact of personal selling orientation to value creation. The personal selling effort is responded to favourably by the consumers and company.
Pdf the role of affect in personal selling and sales management. The need for personal selling increases with the complexity of products and services for these reasons, manufacturer like to promote their goods and services through personal selling. In considerable number of definitions of the concept there is the emphasis on the fact that this is the oldest instrument of promotional mix which actualizes a facetoface interaction of seller with one or more of. For example, you find persons selling vegetables or rice by carrying the same in a. Provision of marketing intelligencethe ability of the sales force to feed back information regarding competitive programs, customer reactions, market trends, and other factors that may be important in the development of the promotional program. Personal selling plays a very important role in the marketing of goods and services. Impact selling is the brooks groups flagship professional sales training program and the beginning point of most corporate sales training initiatives our clients engage in. The impact of personal selling in the marketing performance product a case study of universal company plc rivers state abstract. However, with freedom comes the responsibility to act in ethical ways. Personal selling is a facetoface contact between the salesman and the prospect. The impact of personal selling on the purchasing behavior towards clothes.
The impact of selling style and sales performance on the. Contributions of personal selling contributions of personal selling. The purpose of this study is to know the impact of personal selling on the buying behavior of the students of polytechnic university of the philippines. Personal selling is also known as facetoface selling in which one person who is the salesman tries to convince the customer in buying a product. Researchers are enjoined to further determine the effect of personal selling on the shareholders value. Some sales reps even travel to other cities by plane. However, some selling approaches work better than others. Importance of personal selling to society qs study. The objective of the study was to establish the influence of personal selling strategies and performance of pharmaceutical firms in nairobi, kenya. The impact of personal selling on the purchasing behavior towards. Personal selling is also expensive, especially when considering the salespersons salary, commission, bonus and travel time. This has informed this study which is on the impact of personal selling on the marketing of beverages. The research survey design was adopted in the study while simple random sampling technique was used to select a sample size of 100 staff of the organization that participated in the study.
The study looked the impact of personal selling on sales volume performance using unilever nigeria plc, aba as a case study. The study centers on finding out the extent which the tool has a positive effect on sales volume of the organisation. The importance of personal selling can not be over emphasized. Personal selling, the process of persontoperson communication between a salesperson and a prospective customer, is an ageold art. Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decisionmaking in greater depth and with more analytical sophistication. In our locality where the patronage of industrial product is not common on high, firm involve must devise means to keep their head above water in terms of sales and cost of making sales.
Today it may take place face to face, over the telephone or even through interactive computer links. Pdf the impact of personal selling on the productivity. The personal selling and sales management ethics research. The sampling technique that the researchers used is the simple random sampling to get the sample population that is needed in the. This study extends the current knowledge of personal selling quality by addressing these. The study used descriptive cross sectional survey research design. Also, personal selling measures marketing return on investment roi better than most tools, and it can give insight into customers habits and their responses to a particular marketing campaign or product offer. Personal selling strategies and performance of pharmaceutical.
With advances in telecommunications, however, personal selling takes place overthe telephone, through video teleconfer encing. Pdf unit i 1 introduction to personal selling rasheed. The questionnaire design 32 was divided into five dimensions, four dimensions based on the personal characteristics of salespersons. These costs are incurred regardless of whether the sales person makes the sale. According to adamu 200 personal selling is the presentation of a persuasive message by selling to a potential customer or group of customers, personal selling can also take place through personal correspondence telephone conversation or email. Personal selling is an interaction between buyers and sellers. Relative efficiency as a measure of salesperson performance. Companies incur a high cost per action with personal selling. Personal selling is more persuasive among the marketing communication. To achieve the objectives of the study, hypotheses were formulated and tested on a sample of the target community made up of 289 young men and women. Personal selling is chosen as one of the common type of promotion in industrial marketing. The impact of personal selling on the productivity of banks cannot be underestimated. The article on this topic the impact of personal selling on the sales volume of an organization is an extract from the complete project material. The impact of personal selling on the productivity in the banking industry cannot be underestimated.
The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. Personalselling or salesmanship are synonymous terms. Pdf the impact of personal selling on the productivity of. This is the most important time in the history of marketing and sales. Personal selling minimizes wasted effort, promotes sales, and boosts wordofmouth marketing. It is, however, not only worthwhile in terms of business impact, but also in the satisfaction the sales coaches feel as they see their reps selling skills and confidence grow. Personal selling is the personal contact with one or more purchase for the purpose of making a sale. Influence of personal selling on brand performance of.
This study focused on the impact of personal selling on the productivity of selected banks first bank plc and stanbic ibtc in calabar metropolis. Taught to over one million sales professionals and teams around the world, impact focuses on building prospect and customer relationships and identifying solutions. Personal selling is an important component of the overall marketing strategy of an organization. The impact selling skills indextm category analysis name. Background of the study globally, there has been a call to uplift the standard of women in the society. The impact of personal selling on the productivity of selected banks. The impact of personal selling on sale volume marketing. It is an important marketing implement for small businesses, mainly those that sell complex or highvalue products and services to other businesses, rather than consumers. Ethical issues that impact the personal selling process.
Personal selling is seen as an effective tool used by organizations to receive the desired response from its customers and prospects. Read this article to learn about the meaning, concept, features and need of personal selling. According to adamu 2003 personal selling involves the presentation of products and services to potential customer or group of customers, through personal contact or through personal correspondence telephone conversation or email. Hence, women do come together to combine their efforts through the formation of women groups. This study extends the current knowledge of personal selling quality by addressing these issues from within the travel agency context. A case study on the youth category article pdf available in international journal of marketing studies 85. Introductionpersonal selling is an important component of the overall marketing strategy of an organization. Pp21bb personal selling personal selling involvesa twoway flow of communication between a buyer and seller, often in a facetoface encounter, designed to influence a persons or groups purchase decision. Criteria for evaluating personal selling marketing.
Pdf the impact of personal selling on the productivity of selected. To determine how the recruitment of sales force increases sales volume. Marketing abstract the study evaluated the impact of personal selling on sales volume. There are a large number of definitions of personal selling in literature. The impact of personal selling in the marketing of. Personal assessment and selling skills analysis to help sales reps recognize their own strengths and development areas within the sales process, and how they interact with buyers the impact selling course workbook to guide attendees through each stage in the selling process sales techniques, the bestselling book authored by our founder, bill. Pdf pthis study aimed to find the impact of personal selling on the purchasing behavior for youth in buying clothes. Personal selling was found to have influence on sales of agricultural products produced by women groups. Dec 09, 2017 the need for personal selling increases with the complexity of products and services for these reasons, manufacturer like to promote their goods and services through personal selling.
This study aimed to find the impact of personal selling on the purchasing behavior for youth in buying clothes. To find out how customers satisfaction can help to increase the sales volume of an organization. Therefore, personal selling quality has to be explored, instead of focusing only on sales outcomes, management perspectives, salespeoples selfassessment, or service quality. The role of affect in personal selling and sales management article pdf available in journal of personal selling and sales management 331. A number of criteria may be used to evaluate the contribution of the personal selling effort to the promotional program. The impact of personal selling in the marketing of beverages in enugu state a case study of milo product of nestle nigeria plc abstract the importance of personal selling cannot be over emphasized. The importance, how to, effect causes relationship, comparison, history, role, solutions are discussed. Personal selling is a facetoface selling technique by which a salesperson uses his or her interpersonal. Pdf the impact of personal selling on the purchasing. The problem area of the two studies will subsequently be developed and presented. Personal selling requires persuasion on the part of the seller to the prospective customers to buy the product.
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