course hero personal selling is least important for which of the following products?

What type of products are best sold using personal selling?

Products with relatively high prices, or with complex features, are often sold using personal selling. Great examples include cars, office equipment (e.g. photocopiers) and many products that are sold by businesses to other industrial customers.

What are the most important elements of personal selling?

Elements of the Personal Selling ProcessProspecting and Evaluating. Seek names of prospects through sales records, referrals etc., also responses to advertisements. ... Preapproach (Preparing) Review key decision makers esp. ... Approaching the Customer. ... Making the Presentation. ... Closing. ... Following Up.

What is the most important step of personal selling?

Identifying the Prospective Buyer (Prospecting and Qualifying): The first stage of personal selling process involves identifying potential customers. All prospects identified may not turn out to be actual customers. Hence identifying the right prospect is essential as it determines the future selling process.

Which of the following is a disadvantage of personal selling?

It is a comparatively costly process of selling. So, high capital costs are required. One disadvantage is that your customer reach is limited through personal sales. As a result, it will require an extended time period to create product awareness, particularly if you don't use other forms of advertising.

What are the 4 types of personal selling?

Types of personal sellingIndoor personal selling. The seller who sells goods or services living at certain place is called indoor seller. ... Outdoor personal selling. Identifying customers and by walking in different geographical regions and selling goods to them is called outdoor personal selling. ... Sales representative.

What is the importance of personal selling?

Personal selling provides a detailed explanation or demonstration of the product. This capability is especially desirable for complex or new goods and services. The sales message can be varied according to the motivations and interests of each prospective customer.

Which of the following is not a main objective of personal selling?

Q.Which of the following is not a main objective of personal selling ?B.build awareness and appreciation for the productC.create personal contactD.none of theseAnswer» d. none of these1 more row

What are examples of personal selling?

A good example of personal selling is found in department stores on the perfume and cosmetic counters. A customer can get advice on how to apply the product and can try different products. Products with relatively high prices, or with complex features, are often sold using personal selling.

Which among the following is not any stage of personal selling process *?

Q.Which among the following is not any stage of personal selling process?B.Need and problem identificationC.Selling the productD.NegotiationAnswer» c. Selling the product1 more row

Which of these is not an advantage of personal selling?

D. it is very expensive to maintain and recruit the sales force. Answer» d. it is very expensive to maintain and recruit the sales force.

Which of the following is not a characteristic of personal selling?

1 Answer. communicated through some media not a feature of personal selling.

What are some of the advantages and disadvantages of personal selling?

Advantages and Disadvantages of Personal SellingAdvantages of Personal Selling. Better Image. Reward. Customer Confidence. Flexibility. Quick Feedback. Complementing Professional Tools. Detailed Demonstration. ... Disadvantages of Personal Selling. High Turnover. Training Cost. High Cost-per-Action. Negative Image of Salesmen.

What is personal selling?

CH 1 HW Personal selling is the craft of persuading people to buy what they do not want and do not need for more than it is worth. FALSE Customers who use multiple channels or sources for gathering information are referred to as "omnichannel buyers." TRUE The goal of selling is merely to promote a product or service. FALSE In a selling situation, buyers usually exclude the selling price of a good while calculating their profit. FALSE The Personal Value Equation of a buyer is the selling price minus the benefits received. FALSE In a selling situation, the seller's profit is the benefits received minus the selling price. FALSE Go-to-market strategies are used by buyers to select a suitable vendor in the buying process. FALSE Organizations whose go-to-market strategies rely heavily on advertising and publicity are called sales force-intensive organizations. FALSE Publicity is a form of unpaid marketing communication between buyers and the selling firm. TRUE Advertising is the most costly method of communication for selling firms. FALSE In the context of communicating marketing message to customers, firms have more control on unpaid methods of communication than on paid methods of communication F If salespeople want to sell effectively, they have to recognize that the buyer has needs that are met not only by the product but also by the selling process itself. TRUE Activities such as prospecting for new customers, making sales presentations, demonstrating products, negotiating price and delivery terms, writing orders, and increasing sales to existing customers are only part of a sales job. TRUE Generally, salespeople spend more than 50 percent of their time on-site in face-to- face meetings with customers and prospects. F

Why do companies need salespeople?

All companies need salespeople with computer skills because computers are increasingly being used to track and manage accounts, communicate internally, and perform other important activities. T Most companies believe that there is one single "sales type" who will be successful selling anything to anybody. F Contacting references, or people who know the applicant, is a good way to guarantee a candidate's success. T The most frequently contacted references are former employers. T Recruiting companies should not supplement résumés with an application form. F The new assessment tests used by recruiting companies are inaccurate when they are specifically related to sales and the situations potential salespeople may encounter. F

What is the missionary salesperson's job?

A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products. FALSE Joshua represents a large drug manufacturer and calls on physicians to explain to them the benefits of prescribing his firm's products for their patients. Joshua is a missionary salesperson. T Normally, missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other. F

Should a salesperson give a gift to a purchasing agent?

A salesperson should only give a gift to a purchasing agent if that gift will foster a mutually beneficial, long-term relationship. T