Question

Discuss the concept of CRM and why is it increasingly more important to personal selling

Answer 1

CRM is an approach that a company follows to identify the right approach to interact and communicate with the existing and future customers. The main intention is to build a good relationship with the customers so that we can convince them to buy our product or service. The company makes use of the data to analyze the customer behavior and come up with strategies based on that. Driving new sales and retaining the existing customers are the main aims of the CRM.

Personal selling is when the salesperson from the company talks to the customer face-to-face and convince them to buy the product or a service. CRM is very important for personal selling because knowing about the customer behavior and the purchasing habits is very important. CRM can provide that analytics and the required data to make the decisions that can help in attracting the customers. The customer demands keep changing and it is important for the company to predict what the customer needs. CRM has the ability to provide the sales reps with all the information and help them succeed.