Confident businessman undersign a car contract

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PERSONAL SELLING

Meaning:

             Personal selling involves selling through a person-to-person communication process.

Importance of personal selling;

  • Allowing for two-way interaction.
  • Tailoring of the message.
  • Lack of distraction.
  • Involvement in the decision process.
  • Source of research information.
  • To attract latent & passive customers.
  • To retain habitual & loyal customers.
  • To help at the trade sell the company’s product line.
  • To act as a technical consultant for complex products.
  • To help the trade in their administrative problems.
  • To motivate trade to keep our product line in stock.

 

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