Question

In order for companies to successfully sell products or services using a sales force, they must: (Explain with a good marketing example.)

2. How would you describe the sales environment?

3. Define personal selling (PS).

4. When does PS become “more” important?

Answer 1

Answer 1

The companies can successfully sell the products or services using sales force by following ways:

1. The CRM system which is sales force friendly helps to covert the leads into sales in better way.
2. The behavioural data of the target audience helps to reduce the time wastage and keep sales force focussed on quality leads.
3. The sales force should be trained with the latest product features timely. The training may also be provided to improve the communication skills.
4. The provision of adequate devices like mobile, laptop etc is very critical to the customer service. The sales force can easily solve the customer queries and respond them in time.

The Company Rosetta Stone took the advantage of the sales force for knowing their customers and distinguished between what the customers are today and what they want to be tomorrow. The Company used effective CRM systems for updating customer information.

DocuSign Company gave huge data to its sales force to take the advantage to close the business at their level. It helped a lot as the sales force had faith in the territories assigned to them.

Answer2

The way the companies connect to its customers by differentiating its products and services from the competitors comprise the sales environment. The sales environment keeps changing in the short span of time. The today’s environment has made it difficult for the companies to connect to the customers. The customers are too busy to be available for the sales force. The companies need to act smartly for the customers today. The connection between the buyers and sellers is also lost which was present to great extent in older times. The companies also need to be active on different social media applications to make the customers feel the presence of the company. Last, but not the least, the technological enhancement is also important to differentiate the product from the competitors and make the customers feel better about the product.

Answer 3

Personal selling is the face to face selling and the sales person tries to convince the customer to buy the product or service using his skills. The personal selling approach is very much effective as compared to other sales methods.

Answer 4

Personal selling is more important when the companies need to sell high value products. Also, it is very important when the customer is high net worth or business rather than a single consumer. The detailed demonstration of high value product can be given with personal meeting.