0:00:00.560,0:00:03.679

All right. So selling and personal

0:00:03.199,0:00:06.000

selling

0:00:03.679,0:00:07.839

is one of the oldest tools in the

0:00:06.000,0:00:10.960

marketing

0:00:07.839,0:00:12.080

toolkit if you will, but it's not the way

0:00:10.960,0:00:13.679

it always has been

0:00:12.080,0:00:16.320

in other words personal selling has

0:00:13.679,0:00:18.320

changed a lot over the years and part of

0:00:16.320,0:00:19.119

that is the philosophy of marketing has

0:00:18.320,0:00:21.600

changed from

0:00:19.119,0:00:22.480

make the sale and move on to more of a

0:00:21.600,0:00:24.800

relationship

0:00:22.480,0:00:26.800

focus, but another reason personal

0:00:24.800,0:00:30.000

selling has changed dramatically

0:00:26.800,0:00:32.719

is because of technolog. So how has

0:00:30.000,0:00:35.200

technology affected personal selling?

0:00:32.719,0:00:37.200

Well for one we can now automate

0:00:35.200,0:00:39.200

customer service

0:00:37.200,0:00:41.120

while some of us find it frustrating it

0:00:39.200,0:00:42.320

does save a lot of time for companies

0:00:41.120,0:00:45.120

and sales people to

0:00:42.320,0:00:46.879

have automated call support as well as

0:00:45.120,0:00:47.440

chat bots and all these other things

0:00:46.879,0:00:50.480

that

0:00:47.440,0:00:52.800

make it possible now for us to

0:00:50.480,0:00:54.719

provide customer service without using a

0:00:52.800,0:00:57.199

person's time.

0:00:54.719,0:00:59.039

All right. Another key influence from

0:00:57.199,0:01:01.440

technology on personal selling is what

0:00:59.039,0:01:04.080

we call automatic reorders,

0:01:01.440,0:01:05.519

if we have a compatible computer system

0:01:04.080,0:01:07.280

with our customer

0:01:05.519,0:01:08.880

when their inventory gets to a certain

0:01:07.280,0:01:11.600

point an order

0:01:08.880,0:01:12.159

a reorder can be automatically placed

0:01:11.600,0:01:14.960

and then

0:01:12.159,0:01:16.560

nobody had to call anybody their people

0:01:14.960,0:01:16.960

didn't have to spend time making the

0:01:16.560,0:01:18.960

order

0:01:16.960,0:01:21.040

we didn't have to spend time processing

0:01:18.960,0:01:23.520

the order it's a win-win,

0:01:21.040,0:01:26.240

so that's another area where technology

0:01:23.520,0:01:29.280

has affected personal selling.

0:01:26.240,0:01:31.200

A third area is through data collection,

0:01:29.280,0:01:32.320

as marketers and as businesses in

0:01:31.200,0:01:34.880

today's world

0:01:32.320,0:01:36.880

we are constantly collecting data about

0:01:34.880,0:01:37.520

our customers every time a purchase is

0:01:36.880,0:01:39.920

made

0:01:37.520,0:01:40.799

some data is created and there are many

0:01:39.920,0:01:43.040

other ways or

0:01:40.799,0:01:44.320

areas where we collect data whether it's

0:01:43.040,0:01:46.320

on social media

0:01:44.320,0:01:48.159

or the internet there are a lot of

0:01:46.320,0:01:48.880

sources of data out there in today's

0:01:48.159,0:01:50.640

world

0:01:48.880,0:01:52.079

and if we're going to be effective we

0:01:50.640,0:01:55.280

use that data to

0:01:52.079,0:01:58.079

manage our customer relationships.

0:01:55.280,0:01:58.880

Next we have communication, communication

0:01:58.079,0:02:01.920

has sped up

0:01:58.880,0:02:03.920

so much in the last even 20 years

0:02:01.920,0:02:05.840

from all the technological developments

0:02:03.920,0:02:09.280

that we hav. Whether it's

0:02:05.840,0:02:10.959

cell phones, uh the internet,

0:02:09.280,0:02:12.720

you know all of these technologies

0:02:10.959,0:02:14.879

social media more recently

0:02:12.720,0:02:16.480

all of these things make communication a

0:02:14.879,0:02:19.040

much different process

0:02:16.480,0:02:20.720

than it used to be. Many years back

0:02:19.040,0:02:23.680

personal selling was about

0:02:20.720,0:02:25.760

door-to-door sales people coming to each

0:02:23.680,0:02:28.319

individual house or

0:02:25.760,0:02:29.840

business knocking on the door and trying

0:02:28.319,0:02:32.640

to make a sale

0:02:29.840,0:02:34.080

today is obviously a much different

0:02:32.640,0:02:36.640

process.

0:02:34.080,0:02:37.760

Lastly technology comes into play with

0:02:36.640,0:02:41.360

personal selling

0:02:37.760,0:02:44.480

in tracking our activity or our time use

0:02:41.360,0:02:46.959

this allows one the organization to know

0:02:44.480,0:02:47.920

exactly how to compensate salespeople

0:02:46.959,0:02:51.440

but two

0:02:47.920,0:02:53.760

it allows us to focus on um

0:02:51.440,0:02:55.440

more profitable activities or or

0:02:53.760,0:02:56.640

dedicating the right amount of time to

0:02:55.440,0:02:59.519

the right activity

0:02:56.640,0:03:00.000

in order to be most effective. So all of

0:02:59.519,0:03:02.480

these

0:03:00.000,0:03:05.440

are ways that technology has taken

0:03:02.480,0:03:08.239

personal selling from a very

0:03:05.440,0:03:11.800

slow door-to-door process to a much more

0:03:08.239,0:03:14.800

effective much faster process in today's

0:03:11.800,0:03:14.800

world.