Types of Personal Selling and reasons to practice personal selling for new product

Types of Personal Selling

1. Retail Selling

2. Business-to-Business Selling

3. Trade Selling

Retail Selling:

In retail selling, the salesperson communicates directly with individual customers. He/she sells product to the consumers through retail store or door to door visit. The sales person, selling goods and services from the retail store, deal with the customers visiting the sorters. In door to door selling, the sales person visits door to door to search potential customers and persuade them to buy the product.

Business-to-Business Selling:

In business-to-business selling, the salesperson sells products to industrial buyers. It involves the sales of equipment, plants & machineries etc. to the industrial buyer. The industrial sales person should be well trained and good technical knowledge about the products he/she sells.

Trade Selling:

In trade selling, the salesperson sells products to marketing intermediaries such as retailers and wholesalers. Trade sales person should contact regularly with the wholesaler and retailers to receive bulk order from them.

Personal selling is most useful for a new product due to following reasons:

-  Customer do not easily accept new product and the personal selling is most important to convince them to buy the product.

-  Many non-personal forms of promotion, such as a radio advertisement, are inflexible, at least in the short-term, and cannot be easily adjusted to address audience questions therefore personal sellin is best of collect and handle customers’ feedback regarding new product.

-  Personal selling is the most practical promotional option for reaching customers who are not easily reached through other methods.

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