Functions or objectives of personnel selling

In festival season, there will be displays in shopping malls of product. When we get attracted we approach that salesman to get the information. He will be very interested to explain about it. Both the salesman and prospect know he won’t purchase the product. But after explaining about the product, there is a great possibility of purchasing the product. That is the power of personal selling. Functions of personal selling are discussed below.

Maximize sales and profit is the first function of personal selling. Sales and profit is the major object for a business concern whatever the effort is taken. How we can improve our sales and profit is always a question market. Personal selling efforts create a sales opportunity than any other way of promotional tool. Because it has a direct contact with the consumers. Also it brings or attracts new customers to the business. A good personal selling will invite even the attraction of the pedestrian. There is lot of people who sells in the street because they can attract customers. The personal selling techniques explain how to retain the customers too. How we can retain our customers? Because only present customers will bring a sustained profit to the organization. They should be treated gently. They have to get satisfaction about the product. Then only they bring other people to the business. Otherwise they will recommend others services.

Capturing market share is another function or objective. Competitors are always catching the sales man to give incentives and other gifts to improve their sales. This should be analyzed and the personal selling efforts should maintain. Otherwise the competitors take market share. Introduction of a new product is yet another function played by personal selling. How can we introduce a product? This is not possible through advertisement. Because people will be confused with the information. But a trained salesman takes this risk and solves easily. He can understand the customer’s wants and needs and introduce the product to them. Also sales people collect information about market. That is how the market is whether dull or active? This can be answered easily by a salesman. He knows the pulse of market and gives the feedback to the firm.