The primary goal of the sales conversation between a seller and a (potential) customer (buyer) is the conclusion of the contract on performance. In addition the personal sales has the following responsibilities: acquisition (acquisition of new clients) communication (advice, information and influence the customers in terms of business goals) services (services of the seller such as including the handling of complaints or customer service) Coordination (coordination with the interlocutors at the customer and provider) leadership (goal setting, planning and organization of distribution area and the necessary resources). Personal selling is the most important instrument in the communication mix in the marketing of goods, while consumer goods advertising. The mentioned features require certain decisions and activities that are organized as a sales process. The efficient design of this process requires particularly qualified personnel with corresponding sales skills (seller). This applies particularly to the marketing of knowledge – based and technology-intensive products and services, such as for example from industrial facilities, power plants or the reorganization of companies (service). The targeted, aimed at the conclusion of the contract a seller’s dialogue is called sales pitch or sales presentation (also known as pitch) with a potential customer. The sales pitch has an especially important role in sale knowledge – and technology-intensive products and services, as well as durable consumer goods.
The staff responsible for these tasks requires special skills that can be described as sales skills. These can sometimes on other sales pitches as transmitted in the stationary retail industry. The sales pitch is part of the communication policy in the marketing and is referred to in this context as a personal sale. It is at the same time element (acquisitive) Distribution policy, which are responsible, to make the sales process. Hear other arguments on the topic with Kerry King. Conducting sales pitch by the social conversation differs by a strong structure, avoiding discussions, and the targeted application of scan and asymmetric information.