Month: January 2022

Types of Personal Selling There are two kinds of personal selling: Across –the -Counter Selling: In this kind of selling Customers come to the salespeople. It involves retail store selling. It also includes the salespeople at catalogue retailers who take Read More …

With the change in marketing environment, intense competition, customer’s preferences and tastes, product life also changes. Product also passes through four product phases: 1. Introduction 2. Growth 3. Maturity 4. Decline Introduction: in this stage product is relatively undifferentiated; sales Read More …

Meaning and Definition of Personal Selling Personal selling refers to the use of speech and personal conviction to bring about some action on the part of another. Salesperson is a man who actually performs the personal selling. A salesperson in Read More …

New product development is a strategy for a firm growth by offering modified or new product to a market segment. The process of new product development has various steps: 1. Idea generation looking for all possible ideas that may help Read More …

PREPARATION FOR SALES NEGOTIATIONS In addition to the factors outlined in the previous section, a sales negotiator will benefit by paying attention to the following additional factors during preparation.  Assessment of the balance of power In the sales negotiation, seller Read More …

A product mix (or product assortment) refers to all the product lines and items that a particular firm offers for sale. Say, a manufacturing firm may have a capacity to produce, kitchen appliances, cars, and mobile handsets. These are examples Read More …