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प्रश्न
What are the objectives of personal selling?
उत्तर
Personal selling is used to meet the following objectives of promotion in the following ways :
• Building Product Awareness: A common task of salespeople, especially when selling in business markets, is to educate customers on new product offerings. In fact, salespeople serve a major role at industry trades shows where they discuss products with show attendees. But building awareness using personal selling is also important in consumer markets. As we will discuss, the advent of controlled word-of-mouth marketing is leading to personal selling becoming a useful mechanism for introducing consumers to new products.
• Creating Interest: The fact that personal selling involves person-to-person communication makes it a natural method for getting customers to experience a product for the first time. In fact, creating interest goes hand-in-hand with building product awareness as sales professionals can often accomplish both objectives during the first encounter with a potential customer.
• Increases Sales : The main objective of all the business firms is to increase sales. Customers can have doubts regarding the quality of the product. The salesman can clarify the doubts and objections raised by the customers on the spot. Hence, sales increase.
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संबंधित प्रश्न
State three objectives of sales promotion.
Read the given passage carefully and answer the following questions.
| A reputed publishing company is planning to open new showrooms in some big cities in North India. The company wishes to invite celebrity novelists to inaugurate their new outlets. It also plans to invite other celebrities from the literary world and make new book releases before August. Introductory offers will be given in the form of price reductions, limited edition of autographed copies and discount coupons. |
- Identify the promotional tools adopted by the company.
- In what way do the promotional tools adopted by the company generate sales?
______ is a stage at which idea of new product is tested in potential consumers to determine consumer acceptance.
Which of the following statements is incorrect with respect to the various aspects of Marketing Mix?
Statement-I: The concept of product relates to not only the physical product but also the benefits offered by it from customer's point of view.
Statement-II : The concept of product does not include the extended product by way of after sale services, availability of spare parts, handling complaints etc.
Spice and Cheese Burgers has various outlets to sell burgers and deal with the customers directly. This channel of distribution was adopted by the organisation, keeping in mind the nature of the product. In order to boost its sales, the management has decided to introduce a ‘By one Get one free to its customers.
- Identify the channel of distribution used by Spice and Cheese Burgers.
- Briefly explain the channel of distribution identified in (i) above.
- Which element of the promotion mix is highlighted in the above case?
- State any four objectives of the element of the promotion mix identified in (iii) above.
As a Marketing Manager, explain any four objectives of Advertising you will familiarise a new sales team with, during their training and orientation sessions.
Which of the following is not an element of Marketing Mix?
Give one difference between mail order shopping and teleshopping.
Explain promotion mix.
