Personal selling is one of the most important ways companies can communicate with their customers. Companies can set some responsibilities for their salespeople. These responsibilities differ from one company to another. Personal selling responsibilities take many different ways like:
1. Finding prospective customers:
Process of locating new customers (often referred to Customer Prospecting) involves find and qualify a prospective customer. Salespeople must follow up leads (any person may be a prospective customer) and prospects (any person need the product). Qualifying includes determining is those prospective customers have both need and money.
2. Targeting:
Deciding how to allocate their time among prospects and customers. (They are applying 80/20 rule)
3. Communicating:
Company and product message with their customers.
4. Selling:
Customer’s approach, presenting, Handling customer’s response, and closing sales with customers.
5. Servicing:
Providing different services to customers consulting on problems, and arranging delivery.
6. Generating
Sales revenue and build long lasting relation with customers.
7. Gathering
information from the market and help company in market research and business intelligence.
8. Deciding
Which customers will get special product and incentives.
These personal selling responsibility differ from industry to other and from company to another. It may also differ between different sectors in the same company according to products and customers nature.
