Please answer all question in one or two sentences. 1. Define personal selling a

Question

Please answer all question in one or two sentences.
1. Define personal selling and describe its unique characteristics as a marketing communications tool.
2. What are the differences between transactional traditional selling and trust based relationship selling.
3. Discuss five alternative approaches to personal selling. Please answer all question in one or two sentences.
1. Define personal selling and describe its unique characteristics as a marketing communications tool.
2. What are the differences between transactional traditional selling and trust based relationship selling.
3. Discuss five alternative approaches to personal selling. Please answer all question in one or two sentences.
1. Define personal selling and describe its unique characteristics as a marketing communications tool.
2. What are the differences between transactional traditional selling and trust based relationship selling.
3. Discuss five alternative approaches to personal selling.

Explanation / Answer

Answer 1: Personal Selling is a personal type of interaction among the seller and the buyer to exchange the services or products, by having direct face to face dialog. Some of the unique characteristics are, such as, offers flexibility and direct feedback, lesser wastage of efforts, involvement of interactive association among buyer and seller, ensuring about the relationship development towards sales.

Answer 2: The transactional traditional selling focuses on the one time sale with customer rather to have long term exchanges (for example, cashier at fast food counter). Whereas, the trust based relationship selling is carried out with the series of discussion by keeping in mind to have a long term association with the customer (or among seller and buyer) so as to have future sales. (For example, Travel agent or real estate agent, etc.). Hence, the difference among the two selling approach is about the relationship to be maintained or not.

Answer 3: The five alternative approaches to personal selling are, such as –

-          In “Stimulus response” selling, the same sales presentation is used for all customers.

-          In “mental states” method, it suggests that the salesperson should follow the entire buying process phases along with the buyer.

-          In “need satisfaction selling”, the product (to be sold) is relates with the buyer’s specific situation.

-          In “problem-solving selling”, offers alternatives for the better customer satisfaction.

-          In “consultative selling”, the salesperson plays various roles based on the customer attention to accomplish strategic goal rather just resolving issues.

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