PERSONAL SELLING PRACTICES: ITS IMPACT TO THE SALES MANAGEMENT

OF PERSONAL COLLECTION IN CLAVER, SURIGAO DEL NORTE

BACKGROUND OF THE STUDY

Personal selling is an important marketing tool for small business,

rather than consumers. Companies can undertake personal selling by hiring

sales representatives who visit customers or by contacting customers by

telephone. (https://smallbusiness.chron.com)

Personal selling is a Person-to-person communication with a prospect

for building personal relationships with another party which salesperson

attempts to persuade a buyer to make a purchase, that results in both parties

obtaining value. Personal selling is also a part of the Consultative Selling

Model. (Manning 2014)

Personal Collection (PC) is a direct selling company that provides high

quality products and livelihood opportunities for thousands through its

extensive dealer network. It operates from the mindset of hardworking

people who have discovered the Great Life-that is the ultimate purpose

for doing business with PC.

The company was established in August 20,2003 with the introduction

of its pioneer product, TUFF Toilet Bowl Cleanser. Other PC brands ALFA-1,

Amazing, Colormatch, HBS, Revitalife, and White Dove to name a few have

a steadfast following and are enjoyed by millions of consumers nationwide.

According to M.J. Baradillo(2018),issues and concern of Personal

Collection here in Claver branch is the decadency of sales especially in

times of typhoon, delayed of supplies, customer will not pay properly at

exact date or a given due date.

 Researchers conduct the study on Personal Collection to know more about

the impact of Personal Selling Practices and to have knowledge on how the

business manage its system. For conducting this study would help to be

aware of the selling practices where to use it in the near future.

STATEMENT OF THE PROBLEM

This study will aim to identify the personal selling practices and its

impact to the sales management of Personal Collection in Claver, Surigao del

Norte.

Specifically, it will seek to answer the following questions:

1. What are the personal selling practices currently used by the sales agent

in Personal Collection?

2. How personal selling impact their sales management?

3. What are the challenges and opportunity encountered by the agents in

personal selling?

4. Based on the findings, what strategies may be proposed to enhance their

personal selling and sales management?

REVIEW RELATED LITERATURE

This Research is analyzing about the Personal Selling Practices and its

Impact To Sales Management of Personal Collection in Claver, Surigao del Norte.

The Personal Selling that being used by Personal Collection here in Claver

is Face-To-Face Selling. The Consultative Selling Skill and Sales Persuasive

Performance is applied by course consultant on personal selling process that

will enhance the satisfaction before purchase from the Lead Customer or New
Cus prstomer of PC in order to improve the purchase decision to buy their

product.

Personal selling according to Accumba (2000) is an oral presentation in

a conversation which one one or more buyers for the purpose of making sales.

Kotler and Armstrong (2008) viewed personal selling as personal

communication between a firm’s sales force and customers for the purpose of

making sales and building customers relationship.

Alvin E Roth(1984, The organization of the labor market for medical interns

and residents underwent a number of changes before taking it sent form in

1951. The record of these changes and the problems that prompted the provides

an unusual opportunity to study the forces at work in market of this kind.

Karen E Flaherty, James M Pappas(2000). Findings show that salespeople's

perceptions of procedural justice positively influence salespeople's

commitment to the organization and thereby their satisfaction with the job.

Terho H, Eggert A, Haas A(2015). The role of selling has become

increasingly analytical and it is a center topic on senior management's agenda

in business markets. Still, sales strategy remains an under researched topic

in business-to-business marketing domain.

Swan J, Oliver R (1991). General measures of buyer equity perceptions and

disconfirmation have been shown to influence satisfaction with and intention

towards the salesperson. In this article, specific and thus controllable

salesperson and customer equity related behaviors are shown to be related

to satisfaction and intention. In addition, while the general public image

of solespeople is thought to be poor, the present study found that buyers

rated their salesperson favorably.

Simon J Bell, Bulent Mengue, Sara L Stefani(2004). The objective of this

study is to examine internal marketing relationships and their influence on

salesperson attitudes and behaviors in retail store. Customer complaints are

expected to have differential moderating effects on the relationships between

organizational and supervisory support and these salesperson outcomes.

Nicholas McClaren(2000),Purpose of this review is to comment upon the move

significant research in the sales field with the objective of providing insight

into extent and direction of the knowledge, to evaluate the basis upon which

it is founded and yo suggest areas of exploration that maybe useful for

increasing our understanding of it.

Thomas R Wotruba(1991),Personal selling positions have been categorized

into taxonomies, a longitudinal view of how selling jobs change or evolve

has not yet been provided.This article present such a view, base on an selling

jobs, selling history, and characteristics of competitive ads market

environments.

According to Johnson J (2015), the purpose of this article is to provide

an exposition of one such qualitative research design grounded theory. This

article aims to serve as a resource for scholar wishing to know what grounded

theory examinations have been conducted, how to implement grounded theory

research and what avenues are available for future grounded theory sales

research. in planning sales training programs. However, systematic formal

needs assessment practices were not widely adopted.

According to Menta R, Rosenbloom B, Anderson R (2000), this assertion

implies that their scope of responsibilities goes far beyond. Traditional

sales management tasks and functional.

According to Johnson J (2015), the purpose of this article is to provide

an exposition of one such qualitative research design grounded theory. This

article aims to serve as a resource for scholar wishing to know what grounded

theory examinations have been conducted, how to implement grounded theory

research and what avenues are available for future grounded theory sales

research.

According to Erffmeyer R, Randall Russ, K, Hair J (1991), a study was

conducted which investigated the extent to which needs assessment and

evaluation practices have been used in planning and evaluating sales training

programs. Finding suggest that some needs assessment practices have been used

there additional responsibilities with regard to channel management are

accurate served as the impetus behind this investigation. In addition, an

assessment was made to discuss whether the extent of sales manager involvement

in channel management management functions is influenced by the type of product

manufactured or firm size.

Thomas N Ingram(2007),Enhancing the moral behavior of salespeople in

increasingly important but difficulty in today’s fast-faced and complex

selling environment. Sales organizations need to emphasize ethical sides of

conduct, but must also address the potential impact of all sales management

decision on the ethical behavior of salespeople.

Arvind Rangaswamy(2005),Customers have become familiar with using various

interface technologies. Increasingly, they choose the times and channels

through which deal with firms for different aspects of their interactions.

Its becoming common of customers to use different channels at different stages

of their decision-and-shopping cycles.

According to Gonzalez G, Hoffman K, Ingram T (2010), this paper presents

and tests a model of recovery management practices in business-to-business

(B2B) sales organizations. The linkages between organic and mechanistic

approaches are integrated to provide a more comprehensive conceptualization

of sales organization recovery management relationships than currently exists

in the literature.
 Marshall(2005),Selling involve persuasive communication which means when

the salesperson communicate with prospect buyer, actually they persuade them

and hope to make the prospect buyer to do something.

Barton A. Weitz, Kevin D. Bradford(1999),The authors examine how the

practice of personal selling and sales management is changing as a result

of the increased attention on long-term, buyer-seller relationships and

identify some implications of these changes.

Dennis B. Arnett, Vishag Badrinarayanan( 2005),Managing relationships

with customers is often challenging because firms engage in many different

types of transactions. To meet their challenges, firms are turning

increasingly to formal customer relationship management program. Because of

their ability to enhance inter firm relationships in business to business

marketing.

Qiang Ye, Rob Law, Bin Gu(2009),Despite hospitality and tourism

researcher's recent attempts on examining different aspects of online

word-of-mouth its impact on Collection sales remains largely unknown in the

existing literature.

Charles E. Pettijohn, Linda S Pettijohn, Albert J. Taylor(2007),This

research was designed to determined whether salesperson perceptions regarding

the importance of specific sales performance, customer orientation, job

satisfaction, Organizational commitment, and lower levels of turnover

intentions.

Achumba(2000),Personal selling is an oral presentation in a conversation

with one or more buyers for the purpose of making sales.

Kotler&Armstrong(2008),Personalsellingaspersonal,communication between

firm's sales force and customers for the purpose of making sales and building

customer relationship.
 Nicholas McClaren(2000),Personal Selling and Sales Management has

continued to increase in volume & importance. Because there is now a diversity

of opinions and findings in this literature.

Afrina,Sadia,kaniz(2015),Digital Marketing in comparison to personal

selling is the marketing of goods and services using digital channels to reach

customers.

Perry, M.L.,Pearce,C.L.,&Sims,H.P.(1999),In this article we define

empowered selling teams and the shared leadership process within such teams.We

develop a limited model of selling team effectiveness where team member

characteristics, and vertical leadership,influence shared leadership and

shared leadership indirectly and directly influences selling team

effectiveness.

Weitz & Castleberry (2004),Interpersonal process whereby a seller tries

to uncover and satisfy buyer's need in a mutually long term beneficial manner

suitable for both parties.Personal selling is interpersonal communication

regarding goods and services.

HYPOTHESIS

The study shall test on the following hypothesis;

-Personal selling in the most appropriate channel for selling

products.

-Effective recruitment, selection and training of the sales force

enhance effective personal selling.

SIGNIFICANCE OF THE STUDY

1. The multinationals could find this study vital to invest those elements

of personal selling that would assist them to brand their product and
 establish a very close relationship that would create a barriers to

competitors. This might result in cost saving.

2. Other scholars and research could pursue further this study in the same

are of personal selling and documenting other approaches that would be

vital in other marketing fields.

3. Marketing practitioners- will enhance their understanding of personal

selling and may apply its results to improve their influence on the buying

decision process. The result would be development of better promotional

strategies, so as to be able to maintain or gain greater market share and

also improved profitability.

SCOPE AND LIMITATION

The concern of this study was to know about the personal selling

practices and its impact to the sales management of Personal Collection in

Claver, Surigao del Norte.

The scope of this study is limited only for five respondents with no

specific group of person and only those customers who are available that

time in Personal Collection in Claver branch.

The primary sources of data is derived from the information sources

was taken from internet sources and journals.

DEFINITIONS PF TERMS

For the purpose of clarity and understanding the study, the

following terms were defined operationally.

Personal Selling defined as the process of person-to- person

communication between a sales person and a prospective customer in which

the former learns about the customer’s needs and seeks to satisfy those
needs by offering the customer the opportunity to buy something of

value, such as a good or service.

Sales Management is a business discipline which is focus management

of a firm’s sales operations. It is an important business function as net

sales through the sale of products and services and resulting profit drive

most commercial business. These are also typically the goals and

performance indicators of sales management.

Sales are activities related to selling or the number of goods or services

sold in a given time period.

Management is a set of principles relating to the functions of planning,

organizing, directing and controlling and the application of these principles

in harnessing physical, financial, human and informational resources

efficiently and effectively to achieve organizational goals.

Sales Manager is the typical tittle of someone whose role is sales

management. The role typically involves talent development.

Sales person is a person who sells, things, either in a shop or directly

to customers on behave of a company.

Selling is any transaction in which money is exchanged for a good or

service. During a sales negotiation, the seller attempts to convince or

“sell” the buyer on the benefits of their offer. Selling is simply the act

of persuading.

Customers are the main source of income of the business.

A person or organization that buys goods or services from a store or

business.

Product is the item offered for sale. A product can be a service or an

item. Every product is made at a cost and each is sold at a price.