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Advantages And Disadvantages Of Personal Selling

Advantages and disadvantages of personal selling.


There are a number of advantages and disadvantages of personal selling. However, the advantages can overcome the disadvantages in certain situations. This is particularly true when competition is intense and companies are selling high-tech products. Personal selling also works especially well when there are several decision makers involved in the buying process. Whatever the case may be, competitors in your industry are likely to incur the same advantages and disadvantages. Therefore, it is important to learn to use personal selling in the right situations.

Transmit more information

You can transmit more information with personal sales than with other forms of promotion, such as advertising. A personal sales call lasts longer than any ad, giving you time to talk about the intricacies of your product. Personal selling is particularly advantageous when working with higher value products, according to the Reference for Business website. You will need to convince more buyers if you sell more expensive products. Most companies use portable presentations, demonstrations and highly detailed product information in the sale of items such as computers, medical equipment and industrial products. Pharmaceutical representatives can also better discuss the biological effects and benefits of some of the new medicines.

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Greater impact

Personal selling has a greater impact on buyers than advertising or direct mail. The client does not have to wait for their questions to be answered. He can learn what he needs to know right then and there. As a seller you will also have a better idea of ​​what the customer wants. You can suggest certain products if you have an extensive line of products or if you adapt your services, such as consulting, to the particular needs of the client. You will also know what are the main objections of the customers in each sale. For example, a customer may be satisfied with their current industrial adhesive tape supplier. Maybe this one sells your products for less. However, your company may sell adhesives that last longer and, therefore, will cost less in the long term. Later,

Limited scope

One disadvantage is that you can not reach so many customers so quickly through personal sales. Therefore, you will need more time to raise awareness about your brand and your products, especially if you exclusively use personal sales. Sales representatives have to cover one territory or market at a time. As a sales person, you can only talk with 25 prospects a day and do between three and five presentations. Your reach may be limited particularly in rural areas where the least number of prospects are found. One way to avoid the limited scope of personal selling is to use internal sales representatives within the smaller markets. Internal sales representatives can make a greater number of calls.

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Expensive

The personal sale is also expensive, especially when considering the salary, commissions, bonuses and travel time of the seller. Some sales representatives even travel to other cities by plane. Companies incur a high cost with personal sales. By 2011, a sales call can cost $ 300 in some industries, according to Knowthis.com , an online reference site. These costs are incurred regardless of whether the seller makes the sale. In addition, it costs a lot of money to train your sales representatives, teach them about various products and about sales procedures. That's why it's better to weigh the advantages and disadvantages of personal selling versus other promotion methods.


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