Direct marketing according to experts. If personal selling seeks to approach buyers, advertising seeks to inform and influence customers, sales promotion seeks to encourage purchases, and public relations builds and maintains the company’s image, then direct marketing condenses all these activities in direct selling without intermediaries. A. Direct marketing is interactive Direct marketing is an […]
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public relations strategy. Public relations is a comprehensive communication effort by a company to influence the perceptions, opinions, beliefs, and attitudes of various groups toward the company. What is meant by these groups are those who are involved, have interests, and can influence the company’s ability to achieve its goals. These groups may consist of
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Sales promotion techniques. Sales promotion is a form of direct persuasion through the use of various incentives that can be arranged to stimulate immediate product purchases and/or increase the quantity of goods customers purchase. The goals of sales promotion are manifold. Through sales promotion, companies can attract new customers, influence their customers to try new
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Mass selling method of advertising. It is an approach that uses communication media to convey information to the general public at one time. This method is not as flexible as personal selling, but it is a cheaper alternative to convey information to a large and widespread audience (target market). There are two main forms of
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Relationship marketing program. Relationship marketing is based on the assumption that important accounts need constant and focused attention. Salespeople working with important customers must do more than just call in when they think the customer is ready to order. They should also visit at other times, take customers to dinner, make helpful suggestions for their
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Negotiation strategy planning material. Negotiations include preparing a strategic plan before the start of negotiations and taking good tactical decisions during the negotiation session. The Negotiation Strategy is a commitment to a comprehensive negotiation approach that has a high chance of achieving the goals of the negotiators. For example, some negotiators use a “hard” strategy
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Skills to listen effectively to sales executives. For any Sales Executive speaking to a potential buyer, listening carefully is a non-negotiable obligation. If they don’t do this, they can lose the opportunity to get essential responses from consumers, for example, comments, questions, objections, or wishes related to the products offered. Even though the buyer’s response
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Why confidence is essential in sales. Sales Executives of any class sometimes cannot avoid feeling afraid or worried about getting unpleasant treatment from potential buyers. They worry about being seen as selling products half-forcedly, disturbing the peace of work at the office or rest time at home, being humiliated, and so on. If this happens
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Characteristics of a good sales person. A convincing personality causes others to trust the person concerned and can accept his suggestions with confidence. Convincing personality plays a very important role in supporting the success of product sales. 1. Convincing personality Convincing personality can be built by paying attention to two general guidelines as follows: a.
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