Question

Watch the video "Sales Management." Summarize the strengths and weaknesses of personal selling when compared to other forms of marketing communications. Discuss the role a sales manager plays in improving the overall performance of sales people.

Answer 1

Answer 1) Personal selling happens when organizations and business firms convey their sales reps to utilize the deal power and sell the items and administrations by meeting the buyer face – to – face. Here, the makers advance their items, the disposition of the item, appearance and expert item information with the assistance of their operators. They expect to advise and urge the client to purchase, or if nothing else preliminary the item.

Strength of Personal Selling over other communication channels

Personal selling can end up being an utilized special technique in a few different ways including:

1.Two-Way Form of Communications – Unlike other limited time techniques, personal selling is a two-route type of correspondence, which empowers a sales rep to change the message as she/he picks up criticism from the client (e.g., modify message if client doesn't completely see how the item functions).

2. Compelling in Building Personal Relationships – The intuitive idea of personal selling makes it the best limited time strategy for building associations with clients, which is especially significant when buys set aside a lot of effort to finish (e.g., business-to-business buying).

3. Significant in International Sales – Building connections is additionally a basic piece of the personal selling process while working together universally, particularly in such territory as Asia and Latin America, where personal connections among purchaser and dealer are frequently more significant than looking for the best business bargain.

4. Best Promotion for Hard to Reach Customers – Personal selling is the most pragmatic limited time choice for arriving at clients who are not handily reached through different techniques (e.g., don't reaction to publicizing, advertising, and deals advancements).

Weaknesses or drawbacks of Personal Selling when compared to other communication channels

Personal selling has various disadvantages that may not make it the best limited time alternative for certain associations including:

Adverse Perception of Salespeople – Possibly the greatest disadvantage of personal selling is how much this limited time technique is misjudged the same number of view sales reps as being excessively forceful or even out and out irritating, and just keen on making a snappy deal.

Costly to Maintain a Sales Force – Organizations face various costs while using this technique for advancement including

Significant expense per-activity (CPA) – As noted in the Types of Promotion Tutorial, limited time achievement can frequently be assessed utilizing the expense per-activity (CPA) measure. For an association, the cash spent to help a business staff can be steep. These expenses incorporate pay (e.g., pay, commission, reward), offering help materials (e.g., item writing), remittances for diversion spending, travel costs, office supplies, media transmission, and significantly more.

Preparing Costs – The expense of preparing a business group can likewise be very high and incorporate such costs as movement, lodging, suppers, and preparing gear, and keeping in mind that salesmen are in preparing, an association is in all probability additionally paying certain fixed expenses including the learner's compensation, social insurance, and different costs (e.g., cell phone).

3. High Job Turnover – Job turnover in deals is commonly a lot higher than it is for other advertising positions. Turnover may leave an organization without portrayal in a client gathering (e.g., clients in a geographic district) for an all-encompassing timeframe while the organization enlists and prepares a substitution.

The impact of sales manager on sales people is very positive, The sales manager are directly in contact with their team and they keep on motivating their sales employees to work hard and bring more revenues for the firm. Along with motivation sales manager impact on sales person is good in terms of personal management where the sales manager take care of personal life Vs work life of these sales employees. Sales manager also gives perks, recognition, awards and appreciation to these sales managers so that they stay motivated and work hard to achieve company goals.