Personal selling | Solutional Webdesign Antwerpen

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Personal selling refers to the one-on-one interaction between a salesperson and a potential customer^[2]. This methodology, originating from the barter system and evolving with the establishment of permanent shops in highly populated cities, is imperative for various sales^[4] situations and roles. These roles can range from field representatives to retail^[3]/wholesale environments, from order takers to order getters, and can involve strategies like cold calling^[1] or relationship selling. The sales process in personal selling consists of several steps, starting from prospecting and qualifying leads to closing and follow-up. Different types of sales scripts, such as prescribed, goal-driven, or hybrid, are used to structure communication. Various techniques for sales presentations and handling objections, as well as strategies for post-sales follow-up, are key to this process. Further knowledge about personal selling can be gained from various resources like books and online sources.

Definições de termos

1. ↑ cold calling. Cold calling is a sales strategy where potential customers are contacted via phone or other means, often without prior knowledge or request from the recipient. It's evolved over time from a scripted sales pitch to a more targeted communication method, leveraging deep insights about potential customers. This evolution has been significantly impacted by technology and the popularity of the internet. However, cold calling faces criticism due to its low return on investment and high rejection rates, and it's unfortunately been exploited for fraudulent activities. It is governed by various regulations that dictate when, how, and whom a company can cold call, with specific rules varying by country. Understanding the preferred communication methods of the targeted audience is crucial to cold calling's effectiveness. Despite its challenges, when executed with a personalized approach and data-driven strategy, cold calling can yield respectable results.

2. ↑ customer.

1 The primary entity in this text is the 'customer.' A customer is an individual or entity that purchases goods or services from a business. They are crucial participants in the commercial landscape, forming relationships with businesses through transactions. Customers can also be classified as 'clients,' especially when they receive tailored advice or solutions from a business. The term 'client' originates from Latin, implying a sense of leaning or bending towards a business. Customers vary in types - from end customers who directly buy products or services, to industrial customers who incorporate these goods or services into their own offerings. These customers can have different relationships with the business, such as being employers in construction projects. Businesses often segment their customers into different categories, like entrepreneurs or end users, to better understand and serve them. The understanding and management of customer relationships is a critical area of study and practice in business.

2 The primary entity in this text is the 'customer.' A customer is an individual or entity that purchases goods or services from a business. They are crucial participants in the commercial landscape, forming relationships with businesses through transactions. Customers can also be classified as 'clients,' especially when they receive tailored advice or solutions from a business. The term 'client' originates from Latin, implying a sense of leaning or bending towards a business. Customers vary in types - from end customers who directly buy products or services, to industrial customers who incorporate these goods or services into their own offerings. These customers can have different relationships with the business, such as being employers in construction projects. Businesses often segment their customers into different categories, like entrepreneurs or end users, to better understand and serve them. The understanding and management of customer relationships is a critical area of study and practice in business.