All the activities involved in securing the applications for the sales positions are referred to as recruitment. Recruitment sets out the necessary stages to clarify what kind of person is required, where he/she might be found and how to make the right choice. The choice of he/she is also very significant. According to Edwin B. Flippo, “Recruitment is the process Read More …
Category: MARKETING MANAGEMENT
USES OF BUYING MOTIVES IN PERSONAL SELLING/ IMPORTANCE OF KNOWING BUYING MOTIVES IN PERSONAL SELLING
Buying motives are the “inner feelings” of the buyers and he tries to satisfy them at any rate to the maximum possible extent. Buying motives being a model of consumer mind, play an important role in the whole scheme of selling and production. A salesman sell those products and service wanted by the buyers and therefore, his firm produces or Read More …
CONCEPT OF MOTIVATION
MEANING MOTIVATION A person is said to be motivated when his or her system is energized, made active and his behaviour is directed towards the desired goal. Motivation is the driving force within individuals that impels them to take action. DEFINITION According to Lillis: “It is the stimulation of any emotion or desire operating upon one’s will and promoting or Read More …
IMPORTANCE/ADVANTAGES OF PERSONAL SELLING
A. IMPORTANCE TO BUSINESSMEN/COMPANY: Effective Promotional Tool: Personal selling is an effective promotional tool in the hands of businessman for increasing sales. Salesman provides information about the various features and advantages of his product as well as about market developments. Flexible Tool: Personal selling is the most flexible tool of promotion. Sales presentation is adjusted according to the requirements of Read More …
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