Defining Personal Selling
Personal selling is a promotional method involving interpersonal communication between sales representatives and potential buyers. It aims to inform and persuade customers in a direct, tailored approach.
History of Personal Selling
Originating in ancient markets, personal selling has evolved with commerce. The Industrial Revolution amplified its need, as products required nuanced explanations by knowledgeable salespeople.
Personal Selling Strategies
Effective strategies include the AIDA model (Attention, Interest, Desire, Action), consultative selling focusing on customer needs, and SPIN selling that involves situation, problem, implication, and need-payoff questions.
Psychology in Sales
Sales professionals leverage psychological principles such as reciprocity, commitment, social proof, liking, authority, and scarcity to enhance persuasiveness and build trust with clients.
Technological Impact
Technology has transformed personal selling with CRM systems, social media, and data analytics allowing for personalized experiences and efficient lead tracking, changing the traditional face-to-face model.
Ethical Selling Importance
Ethics play a crucial role in building long-term relationships. Trust and transparency are vital, with unethical practices leading to reputation damage and legal consequences.
Surprising Sales Facts
Did you know? The first sales training program appeared in 1874 by John H. Patterson, founder of NCR. Also, it takes an average of 8 cold call attempts to reach a prospect.
What is personal selling?
Mass marketing technique
Interpersonal promotional method
Online advertising only
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