Accounting technicians scheme west africa
Download 3.37 Mb. View original pdf
|
- Navigate this page:
- C.8.4 Personal Selling
| Sweepstakes: Here, product consumers are told to submit their names for drawing in a raffle draw is classified as (n) Trade allowance It includes buying allowance, promotional allowance and slotting allowance. (o) Trade fairs/Trade shows/Exhibitions: Trade fairs and Exhibitions are increasingly becoming an established part of the sales promotion scene. The exhibitions maybe in- store i.e. in the shop or at a Permanent Exhibition ground e.g. the Ghana International Trade Fair Site. Some organisations mount Conference Exhibitions to coincide with conferences that are relevant to the products) being exhibited. Sales promotion is effective in stimulating demand fora product. They supplement advertising and encourage existing users to make repeat purchases and help to win new converts to the product. Sales promotion activities also create a favourable climate, which encourage intermediaries to stock more of the organisation’s products. Sales promotion also helps to improve the image and goodwill towards the organisation and its products. C.8.4 Personal Selling You will recall that we defined Personal selling as the face-to-face contact that a seller makes with a prospective customer for the purpose of making sales. Insurance companies and some banks are increasingly using this method to sell their products to the public. This is because salespeople are more mobile and interact more frequently with customers and members of the public. They are therefore in abetter position to explain the activities/policies of the organisation to target customers. 251 Personal selling effort of organisations revolves around and is executed by the salespersons who perform some of the under listed functions a) Education of customers on the product. b) Advertising the product. c) Solution of customers problems. d) Provision of after-sales service. e) Taking and processing of orders. f) Searching for new customers. g) Providing information for the marketing research department. h) Delivery of products to customers. Personal Selling helps to develop favourable public attitudes towards the organisation. Furthermore, the feedback from customers through the salespersons can be used to develop new products or make changes in existing marketing strategies. Download 3.37 Mb. Share with your friends:
|