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1. 10/15/12 Advantages & Disadvantages of Personal Selling | eHow.com
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eHow » Business » Types of Businesses » Sell Insurance » Advantages & Disadvantages of Personal Selling
Advantages & Disadvantages of Personal
Selling
By Rick Suttle, eHow Contributor
There are a number of advantages and
disadvantages of personal selling. However,
the advantages can outweigh the
disadvantages in certain situations. This is
particularly true when competition is
intense and companies are selling highly
technical products. Personal selling also
works particularly well when there are
multiple decision makers involved in the Related Ads
buying process. Whatever the case,
competitors in your industry will likely be incurring the same advantages and Sales Training Companies
disadvantages. Therefore, learn to use personal selling in the right situations.
Medical Sales Reps
Other People Are Reading Sales Techniques
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Advantages & Disadvantages of Advantages & Disadvantages of Selling
Telemarketing an Ownership Interest Direct Sales Agents
Convey More Information
Y ou can convey more information with personal selling than with other forms of
promotion, like advertising. A personal sales call lasts longer than any ad.
Therefore, you have time to discuss the intricacies of your product. Personal
selling is particularly advantageous when working with products of higher value,
according to the Reference for Business website. Y ou will need to convince
buyers more with more expensive items. Most companies use laptop
Check It Out
presentations, demonstrations and highly detailed product information when
selling items such as computers, medical equipment and industrial products.
Pharmaceutical reps can also better discuss the biological effects and advantages
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More Impact
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Personal selling has a greater impact on buyers than advertising or direct mail.
The customer does not have to wait to get his questions answered. He can learn Consultative Selling
what he needs to know right then and there. Y ou as a seller also get a better feel Advantages & Disadvantages
for what the customer wants. Y ou can suggest certain products if you have an
extensive product line or tailor your services, such as consulting, to the client's
particular needs. Y ou also know what the customer's key objections are on each
The Advantages and
sell. For example, a customer may be satisfied with his current industrial Disadvantages of Buying a
adhesive tape supplier. They may sell their products for less. However, your Second Home
company may sell adhesives that last longer and, therefore, cost less in the long
run. Subsequently, you can address those key objections and make the sale.
Advantages & Disadvantages to Corporate
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2. 10/15/12 Advantages & Disadvantages of Personal Selling | eHow.com
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0 Limited Reach
Tw eet One disadvantage is that you cannot reach as many customers as quickly
through personal sales. Therefore, it will take longer to build awareness of your
How to Sell Cars to Used
0 brand and products, especially if you use personal selling exclusively. Sales reps Dealers
have to cover one territory or market at a time. As a sales person, you may only
speak to 25 prospects a day and make three to five presentations. Reach can be
particularly limited in rural areas where fewer prospects are located. One way
Advantages and
around the limited reach of personal selling is to use inside sales reps for the Disadvantages of Private
smaller markets. Inside sales reps can make a greater number of calls. Limited Companies
Expensive
How to Avoid the
Personal selling is also expensive, especially when considering the salesperson's Disadvantages of Laptops
salary, commission, bonus and travel time. Some sales reps even travel to other
cities by plane. Companies incur a high cost per action with personal selling. As
of 2011, a sales call can cost $300 in some industries, according to
Advantages & Disadvantages
Knowthis.com, an online reference site. These costs are incurred regardless of of Investments
whether the sales person makes the sale. Additionally, it costs a lot of money to
train your sales reps, teaching them about various products and sales procedures.
That is why it best to weigh the pros and cons of personal selling versus other
promotional methods.
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3. 10/15/12 Advantages & Disadvantages of Personal Selling | eHow.com
References
Businessihub: Personal Selling: A Concise Introduction; May 2010
Knowthis.com: Disadvantages of Personal Selling
Reference for Business: Personal Selling
MBA Tutorials: Personal Selling; January 2010
Gaebler.com: Personal Selling; Clayton Reeves
Photo Credit Hemera Technologies/AbleStock.com/Getty Images
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