• Join over 1.2 million students every month
  • Accelerate your learning by 29%
  • Unlimited access from just £6.99 per month

Personnel Selling Understanding Personal Selling

Extracts from this document...

Introduction

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.

Middle

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.

Conclusion

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.

The above preview is unformatted text

This student written piece of work is one of many that can be found in our AS and A Level People & Operations Management section.

Found what you're looking for?

  • Start learning 29% faster today
  • 150,000+ documents available
  • Just £6.99 a month

Not the one? Search for your essay title...
  • Join over 1.2 million students every month
  • Accelerate your learning by 29%
  • Unlimited access from just £6.99 per month

See related essaysSee related essays

Related AS and A Level People & Operations Management essays

  1. Marked by a teacher

    Roles and Responsibilities of Staff Members at McDonalds.

    5 star(s)

    - How does communication take place at McDonalds? Communication between restaurants and head office take place with the use of emails, the manager will go to meetings on promotions (new products), apprentices, and the A-level scheme. The manager then bring the information back to the other managers in their restaurant (shift managers, assistant managers)

  2. Presenting Business Information

    All the businesses have to interact with their customers as to find out what their feedback is to the services they have received from the business. In Tesco the managers of different branches also visit the branches to find out the customer's feedback, this is to ensure that Tesco is providing the services and products, which customers want.

  1. The main aim of this research is to evaluate the information on the human ...

    3.11 HR Managers and their strategies Human resource policies are implemented by mangers of every department and managers play important role in practices of successful management. Performance management key is hold by managers. Managers should have following things. * Staff individual objectivities must be determined to work and give support to their departments.

  2. Unit 13 - Organising an Event

    major differences between our home culture and values compared to international countries. * To take appropriate notes for Unit 12 - International Dimensions, this should be done during day-trips and when experiencing Prague life. The Objectives * To go on trips and visit several international businesses, therefore research and asking the tour operators for their views and opinions.

  1. Unit 13 Applied Business

    The Christmas Fair has a large amount of members in the organising team, as well as having three helpers who worked for no charge on the day. A team is also likely to support and motivate each other when conducting tasks.

  2. People in Business

    This document sets out the standard terms and conditions of the provision of services where you, the manager, are supplying business or management services to a client on your terms. In Primark a set of standard terms and conditions, is useful when they are to be employed which is compatible with UK employment law and regulation and Europe working directives.

  1. retail and business travel agents

    travel insurance, foreign currency, travellers cheques etc. There are four main leading travel agents, they are; Lunn Poly Ltd, Going Places, The Thomas Cook Group and Carlson Worldchoice. Between them, they sell over 60% of inclusive tours in the UK and account for 1/3 of the total number of high street travel agency branches in the UK.

  2. Motivation within a workplace - examples from Asda.

    When speaking to my friend who works at the store, she said that if she buys a dress for £10,000 there will only be a discount of £1.00 therefore this is not a great amount of money to be saved.

  • Over 160,000 pieces
    of student written work
  • Annotated by
    experienced teachers
  • Ideas and feedback to
    improve your own work