all about personal selling and marketing mix

1. Personal Selling

2. Curriculum Vitae
 Name : Missi desmala
 Address : jl. Kayumanis V lama no.34 rt.02 rw.01
pisangan baru , matraman, jakarta timur
 Nim : 224409057
 university : STMT trisakti, logistics and material managemant
 Email : missydesmala@rocketmail.com ,
missydesmala@ymail.com
missydesmala@gmail.com
 Gender : female
 Date of Birth : Jakarta 26 december 1990
 Marital Status : student
 Nationality : Indonesia.
 Religion : Islam.

3. introduction
 Promotion is part of a series of marketing activities.
 Marketing mix is the set of marketing tools that the firm
uses to pursue
its marketing objectives in the target market. Kotler (1997:92),

4.  According Swastha Basu (1999),
Promotional mix is "the best combination of strategy variables
Advertising, Personal Selling and Promotion of other tools, all of which are
planned to achieve sales goals"
Promotion is the act of informing or reminding
customers about a product / brand.
Increasing Increasing Increasing Increasing the
Promotions
demand sales profit value
according Jeff Madura, Introduction To Business, 2007

5. PROMOTIONAL PURPOSES
 provide information
 increase sales
 stabilize sales
 product positioning
 form the image of the product
according kismono (2001:374)

6. PROMOTION FUNCTIONS
 The primary function of the promotion can be
formulated in an activity known as "AIDA“
Atention interest desire action
according philiph kotler marketing management (2001:185

7. PROMOTIONS MIX
Promotional mix is a promotional tool to introduce and
offer goods and services produced by a company
 Advertising
 Sales Promotion
 Public relation and publicity
 Personal Selling
 Direct marketing
Philip Kotler , marketing management (2005: 264-312)

8. Personal Selling
 According to H. Saladin djasalim SE. (1994)
"Personal selling is the sale of personal (face to face) is the
communication of information in person, to persuade
consumers to buy goods / services and ideas
 Demonstrate the advantages of the product.
 Demonstrate how to use the product
 Organize and implement other forms of promotion that match.
 A surefire strategy for dealing with competition.

9. PERSONAL SELLING PROPERTIES
Personal selling is one of the most effective promotional tool,
especially in the form of preferences, beliefs and actions of the
buyer.
 Personal confrontation
 development
 Response
by Philip kotler (1997: 224) marketing management

10. FORMS OF PERSONAL SELLING
 retail Selling
 Selling field
 Executive Selling
According to Saladin and yevis merti djasmin oesman (1994: 195)

12. Personal Selling Process
Preparation determination preliminary Service after
making sales
before sale of the location approach the sale
According to bashu swastha (1984)

13. PERSONAL SELLING TASK
 Looking for potential buyer (prospecting)
 communication
 selling
 collecting information
 service
 Prioritize
According to Saladin, 2000

14. personal selling needed in business...
 creating trust
 for this type of product that not many known by customers
 Purchases that are once in a while
 Products that have a high value per unit
 Product designed as needed
According sopyan assauri (1988)

15. Factors that influence the success of
the personal selling
 Number of salespeople
 Organizing salespeople : a. based on the area seller.
b. based on different products.
c. based on the type of buyer.
d. combination of all three
 selecting salespeople
According to William J Stanton (1986)

16. There are five important aspects of
personal selling:
 professionalism
 Negotiation
 Relationship Marketing
 Person selling role : a. Responsive selling.
b. Trade selling.
c. Missionary selling
d. Technical selling.
e. Creative selling
 Managerial
Purnama, C. M. Lingga. 2002. Strategic Marketing Plan

17. There are 4 methods in terms of the
promotion budget
Match, with the ability
Percentage of Sales
method
Competitive balance
method
Objective and Task
method
by rumbat lopiyuadi (2001: 115),

18. Advantages and disadvantages
using personal selling can expected
to increase sales volume and number of customers.
(advantages)
 Dealing directly with the buyer.
 Can search and select potential buyers.
 Can choose the style and appeal adapted to the needs of the buyer.
 Can give an example and demonstrate the product directly.
 Can deliver information to potential buyers.
(disadvantages)
 The cost is relatively high when compared to other promotional tools.
 limited number of potential buyers are offered at the same time
According to H djasalim Saladin (1994)

19. conclusion
 promotion of use of personal selling is expensive, and a lot of
money and time, but for a specific product such as, new products
and expensive products , personal selling is an effective way to
reach any potential customer.
 and most importantly, is also the personal power of the personal
selling, they should , knowledge of the
product, informative, supple, have good atitude
they are the cutting edge of direct sales,
which will produce profits and a good corporate image

20. references
 Purnama, C. M. Lingga. 2002. Strategic Marketing Plan. Penerbit Gramedia:
Jakarta.
 Cravens, David W. & Nigel F. Piercy. 2006. Strategic Marketing 8th Edition. New
York USA: Mc Graw-Hill Education.
 Fandy Tjiptono. 2006. Bauran Pemasaran Jasa. Jawa Timur: Bayu Media.
 Griffin, R. W. dan Ronald J. Elbert. 2006. Business 8th Edition. New Jersey:
Prentice Hall.
 Keegan, Warren J. 2005. Global Marketing 4th Editon International Edition.
USA: Prentice Hall
 Kotler, Philip. 2007. Manajemen Pemasaran (Edisi Kesebelas). Jakarta: PT.
Indeks Kelompok Gramedia. & Kevin L. Keller. 2007. Marketing Management
12th Edition. New Jersey: Prentice Hall.