Advertising and Personal Selling

1. Advertising
2. Main purpose of advertising
3. Advertising objectives
4. Advertising media
5. Advantages of advertising
6. Disadvantages of advertising
7. Personal selling
8. Features of personal selling
9. Process of personal selling
10. Importance and role of personal selling
11. Advertising Vs Personal Selling

1. ADVERTISING & PERSONAL SELLING PRESENTED BY : SALONI AGARWAL MBA 2.2 ROLL NO. 26

2. ADVERTISING Advertising is the action of calling public attention to an idea, good, or service through paid announcements by an identified sponsor. OR Advertising is a paid communication message intended to inform people about something or to influence them to buy or try something.

3. Main Purpose of Advertising

4. Advertising Objectives To Inform: Informing potential customers about the brand and its products is the first step towards attaining business goals . To Persuade: Persuading customers to perform a particular task. he tasks may involve buying or trying the products and services offered, to form a brand image, develop a favourable attitude towards the brand etc . To Remind: Reinforce the brand message and to reassure the existing and potential customers about the brand vision.

5. Advertising Media Print Advertising: Newspaper, magazines, & brochure advertisements, etc . Broadcast Advertising: Television and radio advertisements . Outdoor Advertising: Hoardings, banners, flags, wraps, etc . Digital Advertising: Advertisements displayed over the internet and digital devices . Product/Brand Integration: Product placements in entertainment media like TV show, YouTube video, etc.

6. Advantages Of Advertising Reduces Per-Unit Cost Helps In Brand Building Helps In Launching New Product Boosts Up Existing Customers’ Confidence In The Brand Helps In Reducing Customer Turnover : Attracts New Customers Educates The Customers

7. Disadvantages Of Advertising Increases The Costs Confuses The Buyer Is Sometimes Misleading Only For Big Businesses Encourages The Sale Of Inferior Products

8. PERSONAL SELLING Personal selling is an act of convincing the prospects to buy a given product or service. It is the most effective and costly promotional method. It is effective because there is face to face conversation between the buyer and seller and seller can change its promotional techniques according to the needs of situation. It is basically the science and art of understanding human desires and showing the ways through which these desires could be fulfilled.

9. Features of Personal Selling Face-to-Face Communication Quick Handling of Queries Flexible Method of Selling Knowledge about Customers Oral Communication Costly Method Slow Process Maintenance of Records

10. Process of Personal Selling

11. 1. Prospecting and evaluating: The effort to develop a list of potential customers is known as prospecting Prospective buyers predetermined, by evaluating (1) their potential interest in the sales person’s products and (2) their purchase power. 2 . Preparing: Before approaching the potential buyer, the sales person should know as much as possible about the person or company. 3. Approach and presentation: The sales person explains to the potential customer the reason for the sales. The sales presentation is a detailed effort to bring the buyer’s needs together with the product or service the sales person represents.

12. 4. Overcoming objections: In a sales presentation many objections can be dealt with immediately. These may take more time, but still may be overcome. 5. Closing the sale: Many sales people lose sales simply because they never asked the buyer to buy. At several times in a presentation the sales person may to gauge how near the buyer is to closing. 6. Follow up: To maintain customer satisfaction, the sales person should follow up after a sale to be certain that the product is delivered properly and the customer is satisfied with the result.

13. Advertising Vs Personal Selling