Page 45 - DMGT205_SALES_MANAGEMENT

Unit 3: Process of Personal Selling

unable to cope with expenses. Some other companies also take an opposite approach and Notes
they increase their incentive programmes for maintaining the sales and morale of the
sales people. The type of incentives also varies with the health of economy. Merchandise,
travel and costs are more popular in tough times than the long-term value awards like
recognition of good work or recognition awards which may be given to salesmen.
Sales managers must monitor change in legal environment. It effects the way the sales
people sell and managers manage. The ability to adapt to changes is one of the most
important skill-requirement for business people. This determines the success of the
company.

Questions
1. Discuss whether the incentives be lowered or increased during tough times.
2. With the demand of Pentium-III and other high technology equipment the time
spent by salesmen with customers gets reduced. Is this a problem or not?

Self Assessment

Multiple Choice Questions:
12. Personal selling is more effective than advertising when the customer base is:
(a) Large, widely dispersed (b) Large, Local

(c) Small, widely dispersed (d) Small, local
13. Which of the following is not a type of personal selling?
(a) Order Takers (b) Order-supporters
(c) Order-writers (d) Order-getters
14. Which of the following is not a task of personal Selling?

(a) Shaping (b) Servicing
(c) Prospecting (d) Measuring
15. Which of the following is not a category of personal selling?

(a) Consumer (b) Systematic
(c) Professional (d) Industrial

3.5 Closing the Sales

After having dealt with the customers' objections comes the stage when the sales person asks for
the order. Unless the sale takes place the entire process is a wasted effort. Hence, it is important
for the sale to materialise. A few of the effective closing techniques are being described hereunder.

Action Close

Here the sales person takes an action that will complete the sale like negotiating for supplying
financial assistance to the prospects.

Gift Close

The sales person provides an added incentive on immediately buying the product.

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