PROBLEMS OF PERSONAL SELLING

PROBLEMS OF PERSONAL SELLING

Personal selling has certain short coming to which researcher wish to identify as its affects the consumer.

1. High stake in consumer loyalty
Personal selling is such a process which as direct and close relationship between the sales people and the customer loyalty depends on the presence of a successful salesman that is, firm’s fortunes are tied to the loyalty of the customers which in turn, depends on the very presence of a particular salesman or salesmen. The moment a good salesman is out of sight from the angle of customer, he tries to move out of store, though he has the intention to buy, that is why it is rightly said that salesman is the “buying agent” of every salesman. It is a fact that experience of most of us as we depend on a particular salesman in a shop patronize like a particular barber attending to you in his saloon or hair dressing shop.

2. More Administrative Problems
Personal selling involves more administrative problems than impersonal selling. Since the firm is to deal with manpower – a driving force behind sales-the firm has to meet the challenges in the areas of manpower planning, organizing, directing, coordinating, motivating and controlling. The solutions to these issues and related problems that arise though found out some change. The human content in management is so unique that no problem can be permanently solved.

3. It is not an Easy Profession
Salesmanship is not an easy job. Those who are introverts cannot simply think of salesmanship as a career. It is needs long hours of hardwork, to be away from family all the odds both mental and physical. All salesman are lucky to get good customers, middlemen and the employers. Unless he is rough, he cannot manage rough and rude customers, dealers and above all employers. Some think salesman job is one that gives chances for visiting places, making fast money, it is a myth than reality.

4. As a profession has little respect
Salesmanship as a profession command very little respect no in India but all over the world. Many go in for salesmanship as it has easy entry points. Many incompetent people try their hands and heads. As, it is has become a profession of last resort.

5. Bad Pay-Masters
It is also possible that some organizations might be lucky to get really able salesmen. However, the treatment, payment made available including facilities may not be quite matching to their abilities, proficiency, calibre, and hence, contribution salesmen may not be enjoying the freedom they need.

6. Inadequate Motivation Schemes
Personal selling has also been made ineffective as a result of the failure on the part of the manufacturer or companies to inadequately motivate their salesman. Adequate motivation tends to gear up salesman and prepared them to push ahead in other to get result, where there is lack of proper motivations (financial aid or non-financial incentive) sales people are not likely to put in their best.

7. Economic Cost
The most important tail about problem of personal selling is the cost involved one to the nature and role personal selling plays in the marketing of product and service because it involves a face-to-face interaction between the buyer and seller.

Personal selling unlike any other profession has problem during their function display. personal selling which is direct selling of product or service to consumer or prospect faces problem by their salesperson among these problems is the customer’s objectives.

8. Non-Recognition
Most employers have failed to give due recognition to the quality expected of the sales people. Salesmen contribute a lot to the growth and development of the consumers.