Chap. 17: Personal Selling and Sales Management

Brien S.

Samsung is quite the powerhouse in terms of personal selling, due to the huge marketing advantage over their competition. Technology has also changed the approach of personal selling, making it easier for companies to target their consumers.

Samsung focuses on relationship selling, making products of high value that will appeal to the consumer over a long period of time. Examples of this are found in almost all of Samsung's products; they come packaged with surveys that customers can fill out asking various questions ranging from customer satisfaction to the performance of the product. This gives the buyer the feeling that the company is genuinely interested in customer feedback, and also provided the company with valuable data on how to further improve what they're selling. These questionnaires can also be done online through email or the company's website, making this form of relationship selling provide faster responses and a more time efficient way to gather data. Frequent customers who choose to fill out this process normally receive special offers, rebates, and discounts towards their next purchase(s) for being loyal customers.


SAMSUNG APPS GIFT CARDS

$10 Samsung Apps Gift Card 

Bonus offer with all purchases of a Samsung Galaxy MEGA and Samsung Galaxy Tab 3 (7", 8" and 10.1" models).

$20 Samsung Apps Gift Card

Bonus offer with all purchases of a Samsung Galaxy Note 8.0 (LTE and Wi-Fi models) and Samsung Galaxy Note 10.1 (including 2014 model).

Samsung markets products that are of high value, therefore it does not implement the same practices as a company that mainly focuses on traditional personal selling. However, modern marketing has caused companies to borrow from both sides of sales management resulting in a more effective process. Technology is a prime example, where the internet plays a major role in personal selling. E-business is a cost effective way that allows companies to market, buy, sell, and service customers electronically. It also allows customers to gather information of products, place place orders, and price merchandise on their own, without the need for a salesperson. In Samsung's case, the customer can go onto Samsung's website and search for various products. They will also learn the different features, price options, and any current promotions in an all-in-one experience.