Theoretical and practical aspects of personal selling

Straipsnyje išanalizuoti asmeninio pardavimo teoriniai aspektai, išnagrinėta asmeninio pardavimo sąvoka, įvertintas pardavimų profilio pasikeitimas, išanalizuoti asmeninio pardavimo tikslai ir uždaviniai, efektyvios asmeninio pardavimo priemonės, atliktas asmeninio pardavimo tyrimas parduotuvėje Maxima.This paper analyze the theoretical aspects of personal selling, examine personal selling the concept, changes in estimated sales profile and analyze individual sales goals and objectives, exploring the evolution of personal selling. Private sales with advertising, sales promotion and public relations support consists of a set, which is an integral part of the marketing mix. Private sale (direct sales) is an individual sale of goods to the consumer, in the dialogue between the seller and the buyer, a systematic exchange of information and feedback. Private sale is particularly important when the resulting custom orders or proposed exclusive range. Private sales based direct seller and buyer contact, mutual communication, which allows the buyer to find out the individual features of the demand characteristics, and taking into account the selection of an appropriate form of communication and service. Dealer sales may provide information, but also to get feedback on the sales of goods and services, sponsorship, advertising and so on. Personal selling ultimate goal - the completion of the sales process, increasing trading volumes. In summary it can be said that the basic purpose of personal selling is necessary to achieve a number of measures, which initially achieved by using intermediate targets. Private sale ensures a high level of performance. Private sale gives a fairly high chance of choosing communication options, the exchange of information, goods arrive. The seller, having the opportunity to use a variety of influencing, communication channels, can choose exactly one that will reveal the best capacity and performance. Private sale soon affect sales. The extent of change depends on the number of sellers, as well as their goals: to complete the transaction, increasing the sales of goods or services be made available to expand the distribution of goods