Communications Role Within Personal Selling

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BTec HND – Level 2 Sales Planning and Operations (SPOP2211) – Assignment 1 Mr. E. Shuck Russel Rittmann DV2010-0113 Introduction to the report: I as the newly appointed sales manager of Colour-Care was consulted to write a report addressed to the general manager with the intention of informing him on the different forms of communication that could be made use of in order to attract additional customers as well as the utilization of a multi-channel environment to promote and moreover sell products, lastly a practical example should be made of Colour-Care products in order to illustrate the three buying situations that the organization could apply. Communication’s role within personal selling: • Communication can be defined as the exchange of information or ideas verbally or non-verbally between one body/person to another, or in this situation from a sales person to a customer (Sales Management Shaping Future Sales Leaders, 2011). • Personal selling can be defined as a specific selling technique that involves face to face interaction with the potential customer with the intention of persuading them to purchase the product, idea or service (Sales Management Shaping Future Sales Leaders, 2011). Communication is an integral part of personal selling for it is the key factor that could possibly make or break the deal of purchase. The main function of communication within personal selling is to inform the customer and convince them to purchase the product or service you are promoting (Sales Planning and Operations, 2011). For Colour-Care to effectively perfect the technique of personal selling we should first understand the various communication techniques that could be brought into play and what role they have, namely: Verbal communication: This technique plays an immense role within communication, for the choice of words that are used will

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