Category: PERSONAL SELLING

IDENTIFYING AND QUALIFYING PROSPECTS

Dr. Toran Lal Verma

Prospecting is the first stage of the selling process. Prospecting is the lifeblood of sales because it identifies potential customers.” A steadily growing list of qualified prospects is important for reaching the sales targets. A prospect is a potential buyer. According to Futrell, “A prospect is a qualified person or organisation that has the potential to buy the good or Read More …

SOURCES OF RECRUITMENT AND THEIR ADVANTAGES AND DISADVANTAGES

Dr. Toran Lal Verma

The candidates may be available inside or outside the organisation. Basically, there are two sources of recruitment i.e., internal and external sources. INTERNAL SOURCES Best employees can be found within the organisation. When a vacancy arises in the organisation, it may be given to an employee who is already on the pay-roll. Internal sources include promotion, transfer and in certain Read More …

RECRUITMENT OF SALESMAN: MEANING, DEFINITION AND PROCESS

Dr. Toran Lal Verma

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 …

USES OF BUYING MOTIVES IN PERSONAL SELLING/ IMPORTANCE OF KNOWING BUYING MOTIVES IN PERSONAL SELLING

Dr. Toran Lal Verma

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 …