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Journal articles on the topic 'Personal Selling'

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Published: 4 June 2021
Last updated: 21 February 2023

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1

Hemphill, Barbara J. "Personal Selling:." Occupational Therapy In Health Care 8, no. 4 (January 1992): 63–77. http://dx.doi.org/10.1080/j003v08n04_05.

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2

Hemphill, Barbara. "Personal Selling:." Occupational Therapy In Health Care 8, no. 4 (March 24, 1993): 63–77. http://dx.doi.org/10.1300/j003v08n04_05.

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3

McElroy, James C., and Paula C. Morrow. "Personal Space, Personal Appearance, and Personal Selling." Psychological Reports 74, no. 2 (April 1994): 425–26. http://dx.doi.org/10.2466/pr0.1994.74.2.425.

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Solicitation of funds for a walk-a-thon was used as the basis for a field experiment testing the effects of personal space and personal appearance within a personal selling context. While results for a sample of 48 faculty approached by a confederate were not supportive, analysis of those faculty who contributed suggest how one might study these parameters in personal selling.
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4

Friedman, Margaret L. "Proficiency in Personal Selling." Journal of Hospital Marketing 4, no. 2 (September 14, 1990): 119–33. http://dx.doi.org/10.1300/j043v04n02_11.

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5

Plank, Richard E., and Joel N. Greene. "Personal construct psychology and personal selling performance." European Journal of Marketing 30, no. 7 (July 1996): 25–48. http://dx.doi.org/10.1108/03090569610123807.

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6

Shyan Fam, Kim, and Bill Merrilees. "Cultural values and personal selling." International Marketing Review 15, no. 4 (August 1998): 246–56. http://dx.doi.org/10.1108/02651339810227533.

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7

Weeks, William A., and Darrel D. Muehling. "Students' perceptions of personal selling." Industrial Marketing Management 16, no. 2 (May 1987): 145–51. http://dx.doi.org/10.1016/0019-8501(87)90019-8.

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8

Saputra, Sartono Maya, and Retno Ibut Utami. "PENGARUH BIAYA PROMOSI TERHADAP PENDAPATAN JASA “NAKAMURA HOLISTIC THERAPY” DI SURAKARTA." ProBank 2, no. 2 (August 19, 2017): 36–47. http://dx.doi.org/10.36587/probank.v2i2.183.

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Promotion and communication are summarized in the promotional mix that contains a combination of the best strategy of the variable cost of advertising, the cost of personal selling and sales promotion costs, all of which are planned to achieve the objectives of the sales program: increasing service revenues in order to increase as well jumlahl aba obtained. this study aims to determine the effect of promotional costs consist of: the cost of advertising, sellling personal cost, and cost of sales promotions on services revenue. The data used in this research is data based on time series (time series). This research is explanatory research, ie research that explains the causal relationship between research variables through hypothesis testing. The analytical tool used in this research is multiple linear regression analysis. The study shows that the variable cost of advertising and sales promotion variable is not significant positive effect on service revenues. While the cost of personal selling significant negative effect on service revenues. Advertising, personal selling, and sales promotion together a significant effect on service revenues.Keywords: Advertising Costs, Fees Personal sellling, Cost of Sales Promotion, Revenue Services
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Saputra, Sartono Maya, and Retno Ibut Utami. "PENGARUH BIAYA PROMOSI TERHADAP PENDAPATAN JASA “NAKAMURA HOLISTIC THERAPY” DI SURAKARTA." ProBank 2, no. 2 (August 19, 2017): 36–47. http://dx.doi.org/10.36587/probank.v2i2.183.

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Promotion and communication are summarized in the promotional mix that contains a combination of the best strategy of the variable cost of advertising, the cost of personal selling and sales promotion costs, all of which are planned to achieve the objectives of the sales program: increasing service revenues in order to increase as well jumlahl aba obtained. this study aims to determine the effect of promotional costs consist of: the cost of advertising, sellling personal cost, and cost of sales promotions on services revenue. The data used in this research is data based on time series (time series). This research is explanatory research, ie research that explains the causal relationship between research variables through hypothesis testing. The analytical tool used in this research is multiple linear regression analysis. The study shows that the variable cost of advertising and sales promotion variable is not significant positive effect on service revenues. While the cost of personal selling significant negative effect on service revenues. Advertising, personal selling, and sales promotion together a significant effect on service revenues.Keywords: Advertising Costs, Fees Personal sellling, Cost of Sales Promotion, Revenue Services
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10

Sharma, Arun, Gopalkrishnan R. Iyer, and Heiner Evanschitzky. "Personal Selling of High-Technology Products: The Solution-Selling Imperative." Journal of Relationship Marketing 7, no. 3 (October 17, 2008): 287–308. http://dx.doi.org/10.1080/15332660802409639.

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11

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 26, no. 2 (March 2006): 219–38. http://dx.doi.org/10.2753/pss0885-3134260208.

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12

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 26, no. 4 (September 2006): 391–403. http://dx.doi.org/10.2753/pss0885-3134260406.

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13

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 27, no. 2 (March 2007): 183–94. http://dx.doi.org/10.2753/pss0885-3134270205.

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14

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 27, no. 4 (September 2007): 389–99. http://dx.doi.org/10.2753/pss0885-3134270408.

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15

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 28, no. 2 (March 2008): 185–95. http://dx.doi.org/10.2753/pss0885-3134280206.

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16

Evans, Kenneth R. "Personal Selling & Sales Management Abstracts." Journal of Personal Selling & Sales Management 12, no. 1 (January 1, 1992): 69–75. http://dx.doi.org/10.1080/08853134.1992.10753900.

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17

Deeter-Schmelz, Dawn R. "Personal selling and sales management abstracts." Journal of Personal Selling & Sales Management 42, no. 2 (April 3, 2022): 83–90. http://dx.doi.org/10.1080/08853134.2022.2075372.

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18

Deeter-Schmelz, Dawn R. "Personal selling and sales management abstracts." Journal of Personal Selling & Sales Management 41, no. 2 (April 3, 2021): 167–79. http://dx.doi.org/10.1080/08853134.2021.1919522.

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19

Deeter-Schmelz, Dawn R. "Personal selling and sales management abstracts." Journal of Personal Selling & Sales Management 41, no. 4 (October 2, 2021): 369–81. http://dx.doi.org/10.1080/08853134.2021.1997608.

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20

Dina, Hani Maulida Rangga, Adil Fadillah, and Denta Purnama. "Implementasi Personal Selling Pada Wardah Kosmetik." Jurnal Aplikasi Bisnis Kesatuan 1, no. 1 (August 26, 2021): 51–60. http://dx.doi.org/10.37641/jabkes.v1i1.785.

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Personal Selling atau Penjualan Personal adalah hubungan interpersonal dimana berbagai upaya dikerahkan untuk mendidik pelanggan dan mendorong pemilihan merek atau produk tertentu. Pemjualan Personal juga dapat diartikan sebagai komunikasi langsung atau tatap muka antara penjual dengan calon pelanggan untuk memperkenalkan suatu produk kepada calon pelanggan dan membentuk pemahaman pelanggan terhadap produk sehingga kemudian mereka akan mecoba dan membelinya. Hal ini tentunya tenaga penjual merupakan ujung tombak bagi perusahaan, karena di tangan penjuallah terletak kunci keberhasilan atau tidaknya dari komunikasi pemasaran penjualan langsung tersebut, maka dari itu penulis tertarik untuk meninjau personal Selling pada Wardah Kosmetik yang dilakukan oleh Beauty Advisor selaku tenaga penjual.
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21

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 28, no. 4 (September 2008): 435–44. http://dx.doi.org/10.1080/08853134.2008.10749168.

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22

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 29, no. 2 (March 2009): 179–92. http://dx.doi.org/10.1080/08853134.2009.10749189.

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23

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 29, no. 4 (September 2009): 377–87. http://dx.doi.org/10.1080/08853134.2009.10749203.

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24

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 30, no. 4 (September 2010): 371–87. http://dx.doi.org/10.1080/08853134.2010.10749236.

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25

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 31, no. 2 (March 2011): 185–98. http://dx.doi.org/10.1080/08853134.2011.10749259.

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26

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 31, no. 4 (September 2011): 441–53. http://dx.doi.org/10.1080/08853134.2011.10749280.

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27

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 32, no. 2 (March 2012): 275–86. http://dx.doi.org/10.1080/08853134.2012.10749309.

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28

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 32, no. 4 (September 2012): 503–13. http://dx.doi.org/10.1080/08853134.2012.10749326.

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29

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 33, no. 2 (June 2013): 225–35. http://dx.doi.org/10.1080/08853134.2013.10749346.

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30

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 33, no. 4 (November 19, 2013): 439–52. http://dx.doi.org/10.1080/08853134.2013.10766841.

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31

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 34, no. 4 (August 13, 2014): 318–30. http://dx.doi.org/10.1080/08853134.2014.944536.

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32

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 35, no. 2 (March 2, 2015): 191–201. http://dx.doi.org/10.1080/08853134.2015.1005096.

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33

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 35, no. 4 (October 2, 2015): 346–57. http://dx.doi.org/10.1080/08853134.2015.1060861.

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34

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 36, no. 2 (February 25, 2016): 206–20. http://dx.doi.org/10.1080/08853134.2016.1138704.

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35

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 36, no. 4 (July 15, 2016): 363–73. http://dx.doi.org/10.1080/08853134.2016.1207542.

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36

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 37, no. 2 (April 3, 2017): 170–84. http://dx.doi.org/10.1080/08853134.2017.1279550.

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37

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 37, no. 4 (October 2, 2017): 349–61. http://dx.doi.org/10.1080/08853134.2017.1352448.

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38

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 38, no. 2 (April 3, 2018): 265–75. http://dx.doi.org/10.1080/08853134.2018.1430581.

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39

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 38, no. 4 (October 2, 2018): 422–34. http://dx.doi.org/10.1080/08853134.2018.1500142.

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40

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 39, no. 2 (April 3, 2019): 189–200. http://dx.doi.org/10.1080/08853134.2019.1599722.

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41

Deeter-Schmelz, Dawn R. "Personal Selling and Sales Management Abstracts." Journal of Personal Selling & Sales Management 39, no. 4 (October 2, 2019): 400–410. http://dx.doi.org/10.1080/08853134.2019.1664305.

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42

Deeter-Schmelz, Dawn R. "Personal selling and sales management abstracts." Journal of Personal Selling & Sales Management 40, no. 2 (April 2, 2020): 149–60. http://dx.doi.org/10.1080/08853134.2020.1745645.

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43

Deeter-Schmelz, Dawn R. "Personal selling and sales management abstracts." Journal of Personal Selling & Sales Management 40, no. 4 (October 1, 2020): 306–14. http://dx.doi.org/10.1080/08853134.2020.1828093.

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44

Kumari, Shyama. "Book Review: Advertising and Personal Selling." Asia Pacific Business Review 5, no. 3 (July 2009): 117. http://dx.doi.org/10.1177/097324700900500312.

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45

Albers, Sönke, Murali K. Mantrala, and Shrihari Sridhar. "Personal Selling Elasticities: A Meta-Analysis." Journal of Marketing Research 47, no. 5 (October 2010): 840–53. http://dx.doi.org/10.1509/jmkr.47.5.840.

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46

Ariyani, Luthfina, R. Rizki Amalia, and Yurna Lisa. "PENGARUH PERSONAL SELLING DAN PERIKLANAN TERHADAP VOLUME PENJUALAN PRODUK BEPANG UD.DIAH, KECAMATAN PELAIHARI." Jurnal Teknologi Agro-Industri 4, no. 1 (June 19, 2017): 42. http://dx.doi.org/10.34128/jtai.v4i1.48.

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Bepang merupakan produk olahan beras yang telah digiling dan dicampur bersama dengan gula putih dan gula merah sehingga memberikan cita rasa yang khas. Berkaitan dengan aspek pemasaran produk Bepang, promosi memegang peranan yang penting. Promosi dapat dilakukan melalui berbagai cara, seperti personal selling dan periklanan. Penelitian ini bertujuan untuk menjelaskan bagaimana tahapan dalam melakukan personal selling dan periklanan dari produk Bepang dan mengidentifikasi pengaruh personal selling dan periklanan terhadap volume penjualan produk Bepang. Personal Selling dan periklanan dilakukan melalui dua tahapan. Tahapan pertama bertujuan untuk secara acak menentukan target area promosi berdasarkan jarak dan langkah kedua adalah melakukan aktivitas personal selling dan periklanan selama 16 hari. Sementara itu, analisis pengaruh personal selling dan perikalanan terhadap volume penjualan dilakukan dengan analisis regresi berganda dan menghasilkan persamaan Y = 51,88-0,8151x1-0,7347x2. Berdasarkan persamaan tersebut dapat diidentifikasi bahwa semakin jauh jarak yang ditempuh untuk melakukan penjualan melalui personal selling dan periklanan maka semakin sedikit volume penjualan yang akan didapat. Sementara itu, koefisien determinasi (R2) menunjukkan nilai 0,7214. Hal ini berarti bahwa personal selling dan perikalanan berpengaruh terhadap volume penjualan sebesar 72,14%. Uji parsial (uji t) untuk hasil personal selling menunjukkan bawah thitung> ttabel (2,31817> 2,160) dan untuk periklanan menujukkan hasil bahwa thitung> ttabel (2, 8912> 2,1604) yang berarti bahwa personal selling dan periklanan memiliki hubungan yang signifikan dengan volume penjualan. Selain itu uji regresi simultan (uji F) menghasilkan nilai Fhitung > Ftabel (16,3890> 3,81) yang juga dapat dikatakan bahwa personal selling dan periklanan secara bersamaan mempengaruhi volume penjualan.
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47

Siregar, Akhmad Irwansyah, Ahmad Tarmizi, and Lia Andini. "PENGARUH PERAN TENAGA PERSONAL SELLING TERHADAP KEPUTUSAN MENJADI NASABAH PADA PT. ASURANSI CENTRAL ASIA (ACA) CABANG JAMBI." J-MAS (Jurnal Manajemen dan Sains) 2, no. 1 (April 29, 2017): 33. http://dx.doi.org/10.33087/jmas.v2i1.13.

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One strategy to win intense competition is by having the personal selling competent and professional. Personal selling is one of strategy of marketing for communicating information about products and services directly to the consumer ( face to face). Research objectives: 1) to know the influence role agent personal selling decision to Customers At PT. Asuransi Central Asia (ACA) Branch Jambi. .2) to know bigger the influence role agent personal selling decision to Customers At PT. Asuransi Central Asia (ACA) Branch Jambi. The data be used data primary data by questioner to 94 respondents. The method of analysis the data used linear regression simple. The results of the study based on the t value personal selling of -2,265 and t table of 1,622 from the comparison thitung = -2,265 smaller than ttabel = 1,622, H0 received Ha rejected it means agent personal selling not significant decision to Customers At PT. Asuransi Central Asia (ACA) Branch Jambi. The size of influence agent personal selling described by variable take the decision at PT. Asuransi Central Asia (ACA) Branch Jambi of 5.3 percent. While the rest 94,7 percent influenced or described by other factors. Large relation between variables agent personal selling with the decision take the calculated with the correlation coefficient is 0,230 showed relationships low .Keyword : personal selling, insurance
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48

Asiah, Siti, and Yusrizal Yusrizal. "Implementasi Strategi Personal Selling Bagi Agen Asuransi." El-Mal: Jurnal Kajian Ekonomi & Bisnis Islam 4, no. 1 (August 15, 2022): 218–28. http://dx.doi.org/10.47467/elmal.v4i1.1364.

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The marketing mix is an important item that insurance businesses undertake in order to grow the number of clients in a new period of increasingly harsh competition in the insurance world. Insurance firms must also develop a promotional mix in order to engage with potential clients and build their customer base. Personal Selling is a part of the promotional mix that involves a corporation giving an oral presentation to one or more potential consumers with the goal of selling the goods or services on offer. Primary and secondary data are the two types of data used. Field research and visits to the library are examples of data collection approaches.The descriptive data analysis method was performed with qualitative data gathered through direct data from the company. The findings revealed that PT. Prudential Life Assurance Binjai's personal selling operations include not only presentations and detailed explanations, but also seminars and training for potential consumers. The agency also interacts through a variety of channels in order to deliver good results. Prospecting - Information Gathering - Targeting - Allocating - Communicating - Selling - Servicing are the functions of personal selling activities at PT. Prudential Life Assurance. As a result, personal selling efforts were carried out from the beginning to the end. Keywords: Implementation, strategy, personal selling, agent
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49

Yi, Ho-Taek, Young-Bong Cha, and Fortune Edem Amenuvor. "Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels." Sustainability 13, no. 7 (April 2, 2021): 3937. http://dx.doi.org/10.3390/su13073937.

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This study sets out to assess the effects of sales-related capabilities of personal selling organizations on individual sales capabilities, sales behaviors, and sales performance in cosmetics personal selling channels. Data are collected from 151 salespeople, their sales organizations, and their visiting customers (151) in South Korea. The proposed hypotheses are tested through the structural equation modelling technique. The study finds that both types of sales-related capabilities (salesforce management capabilities and personal selling capabilities) have significant positive effects on the individual sales capabilities, respectively. Further, the individual sales capability of salespeople has a stronger impact on customer-oriented sales behavior than on selling-oriented sales behavior. Similarly, selling-oriented sales behavior has a negative effect on customer satisfaction while customer-oriented sales behavior has a positive effect. The study further finds that customer-oriented sales behavior has a positive effect, while selling-oriented sales behavior has no statistically significant effect on sales performance. The relationship length, the study finds, moderates the relationship between customer-oriented sales behavior and customer satisfaction. The study offers practical and theoretical insights into understanding the nuances of sales-related capabilities of sales organizations and how they affect the individual selling capabilities of salespeople, their selling behaviors and sales performance. The results also have crucial consequences for sales organizations, as they can help sales managers design strategies and develop a culture that focuses on building and enhancing the selling capabilities of the firm and the salesforce. The present study demonstrates how the selling capabilities of the personal selling organization can influence the individual selling capabilities of the salesperson and how these could engender positive selling behaviors and sales performance.
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50

Rasha, Yessica Marcella, and Diah Ayu Candraningrum. "Analisis Proses Personal Selling Pedagang Etnis Tionghoa di Blok B Pasar Tanah Abang." Prologia 2, no. 2 (April 26, 2019): 562. http://dx.doi.org/10.24912/pr.v2i2.3745.

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Tujuan dari penelitian ini adalah untuk mengetahui bagaimana proses personal selling yang dilakukan oleh etnis Tionghoa, selaku etnis yang terkenal dengan kemampuannya dalam berdagang, di blok B pasar Tanah Abang yang merupakan pusat grosir terbesar di Asia Tenggara. Penelitian ini fokus pada proses personal selling, yang merupakan salah satu bauran komunikasi pemasaran untuk mengetahui secara mendalam bagaimana komunikasi personal dalam memasarkan produk, yang dilakukan pedagang etnis Tionghoa ke calon pelanggan. Penelitian ini menggunakan pendekatan kualitatif dengan ciri deskriptif. Metode yang digunakan adalah fenomenologi untuk melakukan wawancara mendalam kepada informan dan observasi non partisipan untuk mengamati secara langsung kegiatan personal selling yang dilakukan oleh pedagang etnis Tionghoa di Blok B pasar Tanah Abang. Dalam personal selling, terdapat 7 proses yang dimulai dari prospecting (memilih dan menilai prospek), preapproach (prapendekatan), approach (pendekatan), presentation & demonstration(presentasi dan demonstrasi), handling objections (mengatasi keberatan), closing(penutupan), hingga follow up (tindak lanjut). Dengan adanya penelitian ini, ditemukan hasil bahwa para pedagang etnis Tionghoa menjalankan seluruh tahap proses personal selling. Pendekatan komunikasi yang dilakukan oleh pedagang etnis Tionghoa di Blok B pasar Tanah Abang dalam proses personal selling sangat mendalam, mulai dari sekedar hubungan jual beli sampai dengan suatu hubungan yang lebih akrab (cultivation), yaitu salah satu sifat dari personal selling. Pernyataan kepuasan pelanggan akan pelayanan dalam proses personal selling menjadi salah satu faktor tetap eksisnya pedagang etnis Tionghoa akan kemampuannya dalam berdagang.
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