What are the types of personal selling?

Answer 1

According to Jobber 2007, there are three types of personal selling order-takers respond to already committed customers;order-creators to not directly receive orders as they talk to specifiers rather than buyers;order-gettersattempt to persuade customers to place an order directly. However there are three types of order-taker: inside order-takers, delivery salespeople and outside order -takers.

Order-takers:

Inside order-taker is the retail sales assistant. The customer has full freedom to choose products without the presence of a salesperson The sales assistant's task is purely transactional:receiving payment and passing over the goods as another type of order taker is the telemarketing sales team, which supports field sales by taking customers' orders over the telephone.

Delivery salespeople's task is primarily concerned with delivering the product. In the UK , milk,newspapers and magazines are delivered to the door.However there is little attempt to persuade the household to increase the milk order or number of newspapers taken- changes in order size are customer driven.

Outside order-takers are unlike inside order -takers, these salespeople visit the customer but also primarily respond to customer requests rather than actively seek to persuade. Unlike delivery salespeople, outside order-takers do not deliver. Outside order-takers are a dying breed, and are being replaced by the more cost-effective telemarketing teams.

Order-creators:

Missionary Salespeople

In some industries,notably pharmaceuticals, the sales task is not to close the sale but to persuade the customer to specify the seller's products.For example medical representatives calling on doctors cannot make a direct sale since the doctor does not buy drugs but prescribes them for patients.

Order-getters: are those in selling jobs where a major objective is to persuade the customer to make a direct purchase. These are the front line Salespeople, who are supported by technological support salespeople and merchandisers.

New business salespeople

The selling tasks are to win new business by identifying and selling to prospects.

Organizational salespeople

The salespeople have the job of maintaining close long-term relationships with organizational customers. The selling job may involve team selling.Where mainstream salespeople are supported by product and financial specialists.

Consumer salespeople

This type of selling task involves selling to individuals physical products and services such as double glassing, encyclopedias, cars, insurance and personal pension plans.

Technical support salespeople

Where a product is highly technical and negotiations complex, a salesperson may supported by product and financial specialist who can provide the detailed technical information required by customers. This may be ongoing as part of a key account team or on a temporary basis, with the specialists being called in to the selling situation when required.

Merchandisers

These provide sales support in retail and wholesale selling. Orders may be negotiated nationally at head office but sales to individual outlets are supported by merchandisers, who give advice on display, implement sales promotions, check stock levels and maintain contact with store managers.

Answer 2

Personal selling can take on various forms depending on the nature of the product or service being sold, the target market, and the sales strategy employed by the seller. Here are some common types of personal selling:

Transactional Selling: This type of selling focuses on completing a sale quickly and efficiently. It often involves lower-priced products or services and may not require much ongoing relationship-building with the customer.

Consultative Selling: In consultative selling, the salesperson acts as a consultant, helping the customer identify their needs and offering personalized solutions. This approach involves a deeper understanding of the customer's business or personal situation and often results in long-term relationships.

Solution Selling: Similar to consultative selling, solution selling involves understanding the customer's problems or challenges and offering comprehensive solutions that address those issues. It may involve bundling products or services together to create a customized solution.

Relationship Selling: Relationship selling focuses on building strong, long-term relationships with customers. Salespeople using this approach prioritize trust, rapport, and ongoing communication to retain customers and encourage repeat business.

Strategic Selling: Strategic selling involves working closely with key accounts or high-value customers to develop strategic partnerships. Salespeople using this approach typically focus on understanding the customer's strategic objectives and aligning their products or services with those goals.

Team Selling: In team selling, multiple individuals from the selling organization work together to engage with the customer. This approach may involve specialists in different areas, such as technical experts or product managers, to provide comprehensive support throughout the sales process.

Social Selling: With the rise of social media, social selling has become increasingly popular. Salespeople use social networks like LinkedIn, Twitter, and Facebook to connect with prospects, share valuable content, and engage in conversations that ultimately lead to sales.

Inside Sales: Inside sales involve selling remotely, typically over the phone, email, or video conferencing. This approach is often used for smaller transactions or when it's not feasible to meet with customers face-to-face.

Outside Sales: Outside sales involve meeting with customers in person, whether at their place of business, at a trade show, or another location. This approach allows for more personal interaction and relationship-building but may require more time and resources.

Direct Selling: Direct selling involves selling directly to consumers without the use of a retail establishment. This can include methods like door-to-door sales, party plans, or network marketing.

These types of personal selling can be combined or adapted to suit the specific needs and preferences of both the seller and the customer.

Answer 3

Transactional Selling

Consultative Selling

Solution Selling

Relationship Selling

Social Selling

Team Selling

Inside Sales

Direct Selling

Cross-selling and Upselling