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Personnel Selling Understanding Personal Selling

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The purpose of sales personnel Many businesses have the feature of sales personnel and these businesses could be from high street shops and travel agents to specialist producers selling to other businesses. There are number of reasons for personnel selling and these are as follow: Increasing business sales The main reason for employing sales staff is that they work to improve and increase the sales revenue for the business as they sell more goods for the business. Sales staff can also be efficient element for promoting other products that the business provides, for example insurance for a laptop or a memory card to go with a new mobile phone. The sales staff will also attempt to attract the customer with other more products they offer such as more features with a broadband purchase (unlimited downloading or more speed for browsing through the internet) or higher specifications of a laptop. Helping businesses to remain competitive The company that strives to provide excellent service can achieve a competitive advantage over its competitors. The company can make repeated customers if its salespeople are helpful, knowledgeable and offer excellent service to the customers. Sales staff's target should be to provide a better service than the customer would receive from the company's competitors. Providing information and services to customers By providing information and the services to all the customers, private customers can shop around for what they want. ...read more.


Listen well: listening well is also essential to the sales people as the customers need someone who is a good listener and listen well in the event of making a complaint about a service or product without interrupting. Ability to close sales: sales person should have the skills of how to make the customer interested and buy his product or service. Sales person should know how to attract the customers and make the sales process successful, in way that make the customer persuasive of the product or service offered. Keep up to date: sales people should be up to date in three ways to make them good sales people, they should be aware of the most recent products and services that their organisation offer, as well as what is coming soon. They must know about their competitors and what they offer, and they also should have an idea of what the latest trends are. This enables them to remain ahead and be in control of the market and use it to meet the future needs of customers. The legislation that affect personal selling There is some legislation that affect personal selling and this legislation are to protect the consumer. The legislation that might affect personal selling is as follow; Sales of Goods Act 1979: If the customer buys goods from a trader, The Sale of Goods Act says they must be: Of satisfactory quality, which means the product the customer buys should be reasonably reliable. ...read more.


After that the customer had a shower while he was wearing it and it broke, because the water got into it. In this case the customer should have a refund and the sales person should do that because his product was not as described. The customer has the right to have a refund or exchanging under the Sales of Goods Act 1979. Example2: A customer bought a washing-machine and asked the sales person to deliver it to his home, and will pay for the delivery charge. The washing-machine was delivered after 3 days. When the he removed the protective package, he noticed a crack on the glass door of the washing-machine and reported that to the company. He was told that this is not liable, because he signed the delivery note to say it was ''received ok''. In this case the customer has the right to have it exchanged under the Supply of Goods and Services Act 1982. Example 3: If a customer bought a car which turns out to be faulty or which the customer thinks has been misdescribed by the salesperson, The Sale of Goods Act 1979 states that, if the customer can show the goods to be faulty, not fit for their purpose or misdescribed, he/she has, for a short time after purchase, a right to reject them and get a refund of the purchase price. ?? ?? ?? ?? Personnel Selling Understanding Personal Selling 1 Nabih Alhouthari ...read more.

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