promotion: personal selling

Question 1

what is personal selling?

Answer 1

where a representative of an enterprise contacts potential customers directly

Question 2

what may large enterprises employ?

Answer 2

a specialist sales team

Question 3

what is face-to-face?

Answer 3

The salesperson is in direct personal contact
with the customer.

Question 4

face to face advantages:
what are you able to watch to suit customers needs?

Answer 4

watch customer’s facial expressions
body language and adapt the sales message to suit customer’s needs.

Question 5

face to face advantages:
what can you do instantly?

Answer 5

Can answer customer’s questions instantly.

Question 6

face to face disadvantages:
what do you need to require?

Answer 6

Requires a high level of interpersonal skills

Question 7

face to face disadvantages:
why can it be expensive?

Answer 7

Can be time-consuming and therefore expensive

Question 8

what is email?

Answer 8

The salesperson communicates electronical
with the customer

Question 9

email advantages:
what can the salesperson send?

Answer 9

web links and additional information and sales brochures in email attachments

Question 10

email disadvantages:
what is there no guarantee of?

Answer 10

that initial email will be read by customer

Question 11

email disadvantages:
why would a face to face conversation be better than email?

Answer 11

email may take longer

Question 12

email disadvantages:
what are emails considered as?

Answer 12

impersonal

Question 13

what is telephone?

Answer 13

the salesperson makes phone calls to the
customer usually from a call cente).

Question 14

telephone advantages:
what can the salesperson do instantly?

Answer 14

can answer questions instantly

Question 15

telephone advantages:
what is the salesperson able to contact?

Answer 15

customers anywhere at a time that is convenient

Question 16

telephone disadvantages:
what is the salesperson unable to do?

Answer 16

respond to customers body
language or facial expressions.

Question 17

telephone disadvantages:
why is telephone a less efficient method?

Answer 17

Lots of customers may not answer the call

Question 18

what is a video/web conferencing?

Answer 18

the salesperson communicates with the
customer through a webcam

Question 19

video/web conferencing advantages:
what is the salesperson able to do to respond instantly?

Answer 19

Able to watch customer’s facial
expressions body language and respond instantly

Question 20

video/web conferencing advantages:
what can the salesperson access?

Answer 20

customers around the world

Question 21

video/web conferencing disadvantages:
what does a webcam require?

Answer 21

Requires access to webcam facilities

Question 22

video/web conferencing disadvantages:
what are customers unable to do?

Answer 22

Customer can watch product being demonstrated but unable to try it out
themselves

Question 23

why does the stages in the personal selling process an effective way of promoting products that have many features or are complicated?

Answer 23

it allows the sales person to demonstrate the product and answer the customer’s questions

Question 24

stages:
1. what is the lead generation?

Answer 24

to identify potential customers

Question 25

stages: 2. what are the qualify leads?

Answer 25

when customers are interested or they are able to afford it

Question 26

stages: 3. what is the demostrate solutions and values?

Answer 26

to show how product meets needs and interests of customer

Question 27

stages: 4. what are the manage objections?

Answer 27

Answer queries and concerns about product, features and price

Question 28

stages 5. what is the deliver and support?

Answer 28

deliver product and provide excellent alter-sales service