Personal Selling: Personal selling needs personal excellence to influence the prospects. It has proved to be an important component of the promotion mix.
The consultancy organisations find this constituent of the promotion mix effective in promoting the business. How to build confidence is an important aspect of personal selling in which the consultative sales people are required to perceive the changing expectations of clients or users in a right fashion. They are supposed to perceive power, value and decision making system in the client’s organisations. It is also essential that they develop personal relationship with the personnel engaged in the organisations of clients. In a true sense, they are required to move with the client. The success of personal selling substantially depends on the personality and excellence of an individual.
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