After meeting face-to-face, businesses use people ( the "sales force" ) to sell the product, This technique is called PERSONAL SELLING. The sellers promote the product through their attitude, appearance and specialist product knowledge. In other words, it is a promotional method in which one party (e.g: salesperson) uses skills and techniques for building personal relationship with another party (e.g: those involved in a purchased decision) that results in both parties obtaining value. In order to apply this technique effectively it is necessary for a company to focus on the practical application of sales techniques and the management of a firm's sales operations (sales management).
Victoria's secret personal selling is perfectly trained to offer helpful information, maintain a friendly environment and acknowledge customers. The sales personal always make sure to keep them aware of any sales promotion available in the store or online. Also, the company provide many reward and gift cards so that customers can get up to 75% discounts on any product (women wear, fragrances or any beauty product).Victoria's secret practices are not mainly relationship selling but traditional personal selling because it only sell goods and services and not really advice, assistance and counsel. For instance, in order to sell more, the company is having a couple of sales promotion going on for Spring 2015. There are $15 off $100, $25 off $150, $50 off $250 purchase, with any bra purchase online it is free shipping and returns, also there is a free secret reward card worth $10,$50, $100 or $500 with any $10 purchase plus weekly surprise and finally a free necklace by Ashiana with any $50 clothing purchase.
Because VS product is standardized, is easy to understand and it has a lot of customers geographically dispersed, it doesn't need to have a strong personal selling, otherwise Advertising and sales promotion are more important.
Victoria's secret is known to invest a lot in advertising. Thanks to the success of their glitzy fashion show and its fashionable underwear lines, the company has been the most popular lingerie retailer on the industry. VS has raked in $4.8 billion in sales through the third quarter of last year, up nearly 5% from the same period in 2013, shares of its parent company, L.Brands have climbed over 70% over the past two years.
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