It is the demonstration of persuasive messages through selling to potential clients and may take place through email, telephone conversations, or personal correspondence. It is done with the sole intention of promoting sales as well as creating permanent relationships with potential buyers and existing customers, which ends with an attempt to close a sale. Personal selling supports the marketing activity by equipping the marketer with the target market buyer behavior to create a positive impact on the customer.
It is through personal selling that salespeople create product awareness by educating clients on new product offerings, especially in B2B selling. Salespeople discuss their offerings to show attendees in industry trade shows and fairs. Further, controlled word-of-mouth marketing is used as part of personal selling to gain customers in the consumer markets for new products. To achieve marketing objectives, personal selling is used to create interest through face-to-face communication with potential customers to get them to experience a brand for the first time. Therefore, it is during the first encounter with a potential client, salespeople use personal selling to create interest and build product …show more content…
The sales team, therefore, uses various means to contact potential and existing customers, such as online communication, one-to-many, one-to-one, and through telephone conversations. Online communications use campaign strategies with the lowest possible risk and cost investment to achieve higher returns by maximizing sales potential. Online marketing is relatively cheaper compared to the other means of communication, therefore, making it an effective tool for the sales team. It enables consumers in different locations to research and buy products at their own convenience and can be communicated virtually to everyone in the