Is Personal Selling Equally Relevant in all Situations?
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by: sahilaggarwalseo@gmail.com
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Word Count: 422
Date: Fri, 27 Jan 2012 Time: 1:32 AM
Product related:
When the product is highly technical and complex.
When the product is of high value.
When the product is in the introductory stage and not many people are aware about it.
When it is necessary to demonstrate the product.
Market related:
When a firm is dealing with large sized organizations or customers.
When a company sells its product in institutional market.
When dealers are not available.
Company related:
When a company cannot afford advertising on the regular basis.
In salesmanship, demonstration means providing the statement about quality, utility, performance and service of a product offered for sale by means of experiment, operation and test. By demonstration, the customer is able to see the working of the product by himself. It is the salesman who by his talks makes the pictures of the product and services. He is able to remove the suspicion and doubts about the product.
Meeting of Objections: Some salesmen are completely discouraged when the prospects raise objections because they consider objections as failure of the sales proposition. They believe that the negative attitude is reflected by the objections and thus the prospects are not going to buy the product. But this immediate conclusion on the part of the salesman is unfounded. The salesmen should believe that unless the prospects are interested in the propositions of the salesman, they will not raise genuine objections. Rather, objections clearly reflect their real interest about the sales propositions. Also, objections are an integral part of the selling process. Thus, the salesman should consider the objections in a positive manner and should welcome objections. The salesman should not avoid objections in any case.
Objections is an opportunity to the salesman to explain more clearly and describe in detail, removing all possible doubts arising in the minds of the customers in relation to the benefits and advantages of a product or service. It provides a golden opportunity for the salesman to understand the prospect in a better way. These objections raising prospects are far better than those who simply listen and nod their head in approval but ultimately do not purchase.
Closing the sales: Closing is to close the sales transaction after the purchase has been made. Closing the sale is convincing the prospect and get the positive answer to the salesman’s proposition. It is the conclusion to a satisfactory and successful completion of the various steps of the selling process. Therefore, securing a positive reply from the customers for the purchase by the salesman is known as closing the sale.
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