Steps in personal selling ......

Steps are:
1. Prospecting
2. Preapproach
3. Approach
4. Presentation of the product
5. Sales deal
6. Closing

WHAT IS PERSONAL SELLING?

PERSONAL SELLING:
WHEN A HUMAN touch (PERSON) is involved in selling the product to buyer the selling is called personal.
for examples:
1.A insurance product
2.Door to door selling

What are different type of marketing (DISTRIBUTION) channels.

There are two types of marketing channels:
1. direct level channel
2. indirect level channel
direct level channel : where there is direct contact between producer and consumer.
indirect level channel: where there are intermediaries between producer and consumers like whole sellers and retailers.
THE OTHER INTERMEDIARIES
are:
Dealer
Distributor
Agent
Broker

what is TERITORIES ?

TERITORY IS the geographical area selected by top managment of sales department on the basis of age-group, income, like and dislike, sex, market poterntial, econmic condition, sales potential and existine industries.
A TERITORY MANAGER IS RESPONSIBLE FOR THE SINGLE TERITORY AND TO MANAGE THE SAKES FORCE.

FOR LOYAL CUSTOMER, SELECT RIGHT CUSTOMER

IN today's time the orgnisation is fully dependent on the customer base and customer loyality.
the words like customer retention , customer focus and customer delight are emerged in marketing.
by providing satisfaction to customer, the organisations can make strong relationship with their customers and by this customer also become loyal. so it is always said that customer retention is more important than making new customer. To make customer loyal, only the right customer should be targeted because the organisation always want to have long term relationship with their customers and customer also require the same .
it is also difficult to search the right customer to make long relationship. In this matter the existing customers and customer referals help in targeting right customer. from the reaserch it is found that the people who are easily attarcted by short attarctive promotion are more loyal. the middle class and rural people are more loyal for organisation. so it becomes important to provide the customer with extra services and gifts to maintain longterm relationships.
here, the responsibilty of quality employess increase to provide quality service to the customer.

Guerrilla marketing

Guerrilla marketing is type of  promotions of low budget, by relying on time, energy and imagination instead of big marketing budgets. Guerrilla marketing is unexpected and unconventional, where consumers are targeted where they would not be expecting, which can make the idea that's being marketed memorable, generate buzz, and even spread virally :

 defined by Jay Conrad Levinson 

VIRAL MARKETING

VIRAL MARKETING:

it can be defined as the PROMOTION of the company's brand, image, product through mouth .

it is also called refrence marketing. 

it is very much important tool for small scale industries/business.