Key Differences Between Advertising and Personal Selling

The fundamental difference between advertising and personal selling, are as follows:

1. Advertising alludes to paid form of communication, which commercializes

product or service, offered by an identified sponsor, to increase sales. On the
other hand, a form of promotion, wherein the sales personnel sells the product
to customers, by directly visiting them, is known as personal selling.
2. While advertising is a one-way communication, wherein the message is
transmitted to the customers, personal selling is a two-way communication,
wherein the message is transmitted to customers, as well as feedback is provided
simultaneously.
3. Advertising is a non-personal form of communication the message reaches the
target audience after it is being aired. On the contrary, personal selling, as the
name suggest involves salesman visit to customer’s place individually, which is
a personal form of communication.
4. Advertising uses pull strategy, which draws public attention and persuades them
to buy the product. As against, personal selling uses push strategy, which
induces them to buy the product.
5. In advertising, the flexibility is missing, as the message is standardized and
cannot be changed according to customers. In contrast, personal selling uses
customized messages.
6. Advertising uses mass media, like radio, television, hoardings, the internet, blogs,
apps, newspaper, etc. On the flip side, in personal selling, salesman delivers the
message, personally to the target audience.
7. Advertising conveys a message to end number of individual in less time. As
against this, personal selling conveys the message to a few customers only in
relatively high time.
8. There is a lack of feedback in advertising, whereas, in personal selling, feedback
is always present.
9.
A target market is a group of consumers or organizations most likely to buy a
company's products or services. Because those buyers are likely to want or need a
company's offerings, it makes the most sense for the company to focus its marketing
efforts on reaching them. Target market is the end consumer to which the company
wants to sell its end products too. Target marketing involves breaking down the entire
market into various segments and planning marketing strategies accordingly for each
segment to increase the market share.

Personal selling is where businesses use people (the "sales force") to sell the product
after meeting face-to-face with the customer. The sellers promote the product through
their attitude, appearance and specialist product knowledge. They aim to inform and
encourage the customer to buy, or at least trial the product.
A sales strategy is an approach to selling that allows an organization's sales force to
position the company and its product(s) to target customers in a meaningful,
differentiated way. Most strategies involve a detailed plan of best practices and
processes set out by management.

Organizational buyers are individuals who represent a business. When they make
purchases, these buyers typically consider both their personal tastes and the suspected
tastes of the customers to whom the organizational buyer's business will sell.

Personal Needs needs are strong motivators that move individuals towards action and
self-realisation. From the most basic and necessary related to survival, to the more
subtle ones related with self-realization and transcendence, needs form an essential
part of our life journey. Meeting needs, in turn, often depends on the collective, the
social environment, as most of our needs cannot be satisfied in isolation.

An organizational needs analysis helps you to compare the current skills in your
company with the skills you need to meet future business objectives. ... The needs
analysis highlights any gaps in your skills, enabling you to plan a training or
recruitment program. An individual training need exists for just one person, or for a
very small population. Organizational training needs exist in a large group of employees
such as the entire population with the same job classification.

A sales strategy is an approach to selling that allows an organization's sales force to

position the company and its product(s) to target customers in a meaningful,
differentiated way. Most strategies involve a detailed plan of best practices and
processes set out by management.

Channel sales is the process of distributing a product to the market, typically by

segmenting sales operations to focus on different selling vessels. For instance, a
company might implement a channel sales strategy to sell a product via in-
house sales teams, dealers, retailers, affiliates, or by direct marketing.
PROFESSIONAL
SALESMANSHIP
(assignment)

Submitted by:

Cristina Jane B.Yap

Submitted to:

Prof. Xena Librero