Personal selling gives a personal touch of selling to customers. A salesperson always tries to build an in-person relationship with the customers. It looks like a feature of personal selling. There are much more features of personal selling which are given below:
Human contact – The first and essential feature whose glimpse is also given above is the personal touch. Personal selling involves human-to-human contact while selling the services that provide rises for human contact. This is because the salesperson is interacting with the customers.
Build a relationship – This point is connected to the above feature like it says it builds a relationship which is possible only when the two people interact. Personal selling builds a trustworthy relationship between the salesperson and the customer. It helps in taking the relationship further when the customer agrees to buy the services.
Better communication – When a salesperson personally has a conversation with the customer, the communication becomes better. They talk freely and ask different questions to understand the product better.
The flow of information – When there is better communication, the customer independently asks for relevant information. As a result, the salesperson deploys all the necessary information in front of the customer to make him understand the services better.
Types of Personal Selling of Services
Personal selling can be of various types out of which three types are categorized below:
Order Takers – The order takers are those salespersons who get the queries and requests related to personal selling. A customer approaches these salespersons to get proper knowledge regarding the service before making a final decision. They hold a position where they determine the customerâ€™s needs.
Order getters – Order getters are those salespersons who reach out to new customers and convince them to buy a service. These salespersons bring recent sales by getting the current new client to the business. They are involved in locking the deal by using their effective interpersonal skills.
Order creators – A order creator does not involve closing the deal rather; they persuade customers to promote their services that will lead to sales eventually. They do not just ask them to buy; instead, they give the option to announce what their company is offering. These are some kinds of personal selling that are typically seen in a company.
Advantages and Disadvantages of Personal selling
There are both advantages and disadvantages of personal selling, which are discussed below:
Advantages – Personal selling conveys a lot more information than any other method of promotion or selling. It is one of the impactful ways of reaching customerâ€™s minds through convincing them to buy. It is only possible when a salesperson talks about all the relevant things a customer wants to listen to. Personal selling also supports two-way communication, and there will be both side communications. A salesperson would tell, and a customer would ask. A customer would not only listen to what the salesperson is saying. The most important advantage of personal selling is that it builds a relationship between customers and the company through a salesperson.
Disadvantages – There is no doubt about the fact that personal selling is expensive. It is more costly than any other tool of selling. Because it involves reaching to the customer personally on the companyâ€™s expenses. It has one more disadvantage, and that is it requires a lot of effort from the salesperson. It directs his/her time and unconditional efforts to convince a person to buy. Customers are generally fixed mindset people who do not agree to accept quickly.
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