Managing Human Resources and Labor Relations, 62. Production and Operations Management—An Overview. 2. Understanding Financial Management and Securities Markets, 137. Salesman provides information about the various features and advantages of his product as well as about market developments. The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. (ii) Flexible Tool: Personal selling is more flexible than other tools of promotion such as advertising and sales promotion. Trends in the Business Environment and Competition, II. Slightly over 45 percent of them are women. 85. The personal selling may focus initially on developing a relationship with the potential buyer, but will always ultimately end with an attempt to “close the sale” Importance of personal Selling Personal selling is an important element of promotion mix and an effective promotional tool. Persuading prospects to... Interaction. Trends in Production and Operations Management, XI. The step that follows that of lead generation is to further analyze your … In today’s business world, in which relationships are most important for long-term sales, canned or structured presentations are not well received, nor do they support the idea of building a great bond with the customer. Some companies supply salespeople with prospect lists compiled from external sources, such as Chamber of Commerce directories, newspapers, public records, club membership lists, internet inquiries, and professional or trade publication subscription lists. Correspondence with buyers can be helpful. About 6.5 million people are engaged in personal selling in the United States. Personal selling is an important marketing tool for small businesses, particularly those that sell complex or high-value products and services to other businesses, rather than consumers. Just because someone has been referred or has made an inquiry does not mean that the person is a genuine prospect. © copyright 2020 QS Study. Detail Demonstration: Except television advertisements, demonstration is not possible. Does the prospect have a need for our product? Leads usually come in the form of letters, cards, e-mail addresses, telephone calls, or through social media sites. Moreover, when the prospect has questions or raises objections, the salesperson is there to provide explanations. This is what delivers true value, along with very specific way to solve the problem. Personal Selling. The Nature and Functions of Distribution (Place), 105. It is an important marketing implement for small businesses, mainly those that sell complex or high-value products and services to other businesses, rather than consumers. Definition of Personal Selling The American Marketing Association has defined the term ‘Personal Selling’ as the personal process of assisting and/or persuading a prospective customer to buy a commodity or service and to act favorably upon an idea that has commercial significance to the seller. Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product.It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale. There are two main parts of this definition: In the present competitive environment of business, effective selling of goods or services has become very difficult and challenging task for any business firm. Legal Environment of Human Resources and Labor Relations, 71. An order for a complex piece of industrial equipment may include a hundred pages of detail. Bateson, we’ll have this equipment in and working for you in two weeks.” If Mr. Bateson doesn’t object, the salesperson can assume that the sale has been made. Achieving High Performance through Human Resources Management, 70. This is the first importance of personal sellingand it means that the ultimate objective of personal selling activity is that all the sales activities right from prospecting, pre-approach, approach, presentation and demonstration, handling objections, closing, follow-up are attained in a synchronous manner and ultimate objective of revenue generation is possible. Inquiries are also known as sales leads. Looking for a Better Way: Improving Production and Operations, 88. Distributing and Promoting Products and Services, 102. Using Teams to Enhance Motivation and Performance, 56. Achieving World-Class Operations Management, 82. So the selling agent can get instant feedback from the prospective buyer. Personal selling costs can be controlled by adjusting the size of the sales force (and resulting expenses) in one-person increments. A completely unstructured presentation that has no set format is a much more successful approach. Rarely does a customer say, “I’ll buy it,” without asking questions or voicing concerns. Perhaps the most important advantage is that personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer. Social tools give sales professionals a deep insight into what people find interesting. The purchaser thinks himself as honorable person in whom the producer is interested. Selling is ultimately about collaboration, not your own personal chance to shine. Perhaps the most important advantage is that personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer. Transforming the Factory Floor with Technology, 89. Buying and Selling at Securities Exchanges, 144. Personal selling is when a company uses salespersons to build a relationship and engage customers to determine their needs and attain a sales order that may not otherwise have been placed. The most important part of a sales person job is. Understanding Money and Financial Institutions, XVI. Sales Dialogue. This follow-up call may also be a chance to make another sale. But even if it isn’t, it will build goodwill for the salesperson’s company and may bring future business. Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. Another benefit of personal selling is that it helps develop … Perhaps the easiest way to close a sale is to ask for it: “Ms. Effective promotional tool: personal selling is personal form of promotion and it is very effective in persuading the customers in buying the product. Specialized Forms of Business Organization, V. Entrepreneurship: Starting and Managing Your Own Business, 36. Perhaps the most important advantage is that personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer. Public Relations Helps Build Goodwill, XIII. Jones, may I write up your order?” One of the best techniques is to act as though the deal has been concluded: “Mr. There are certain marketing situations where personal selling is more relevant as it provides easy and effective answers to the multi-dimensional sales problems. Social selling allows for the establishment of genuine relationships. Selling … Sales jobs range from salesclerks at clothing stores to engineers with MBAs who design large, complex systems for manufacturers. Creating Products and Pricing Strategies to Meet Customers' Needs, 100. Salespeople can avoid wasting time and increase their productivity by qualifying all prospects. Using Technology to Manage Information, 114. The most significant strength of personal selling is its flexibility. The importance of personal selling to businessmen, customers and society. Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. The Sales Process. Who determines customer value. (iii) Minimizes Wastage of Efforts: Personal selling involves minimum wastage of efforts as compared to other tools of promotion. In many companies, personal selling is the (iv) Consumer Attention: The level of customer attention and interest can easily be assessed under personal selling. Salesman provides information about the different features and … Personal selling plays a very important role in the marketing of goods and services. Participating in the Global Marketplace, 23. The situations or the conditions favouring personal selling can be lumped into four broad categories … Personal selling is an effective promotional tool in the hands of businessman for increasing sales. Roles and importance of personal selling. Because there are no surefire ways to find prospects, most salespeople try many methods. It may be a casual conversation, with the salesperson presenting product benefits and assisting the customer in solving his or her problems (like a partner on the client company’s team) in a way that might interest the potential buyer. The Selling Importance of Marketing. Protecting Computers and Information, XIV. Experts have spelled out the steps of the selling process, shown in (Figure), and professional salespeople use them all the time. Microeconomics: Zeroing in on Businesses and Consumers, 9. Importance of Selling Skills Persuasion. The sales message can be varied according to the motivations and interests of each prospective customer. Get Your Career Off on the Right Track, Understanding the Legal and Tax Environment, Distributing and Promoting Products and Services. This capability is especially desirable for complex or new goods and services. Closing the sale: After all the objections have been dealt with, it’s time to close the sale. most important part of marketing communications in business to business marketing. For example, a visit to a business cus-tomer is far more expensive than sending an email. This helps a business person in successfully completing the sale. For example, when a customer wants to buy a house, car, or anything expensive, the salesperson will say, “If we find the house (or car) that you really like, is there any reason you could not make the purchase today?” Once they get the green light, the salesperson will spend whatever time it takes to find the right product for the customer. Understanding the Business Environment, 7. One good way to do this is to impart an interesting or important piece of information—for instance, “I think my product can cut your shipping and delivery time by two days.”. But personal selling must not be overlooked: it remains an extremely important part of a salesperson’s arsenal and is a skill every good salesperson must master. Personal selling can be directed only to qualified prospects. The importance of personal selling can be described as under: 1. Qualifying questions are used to separate prospects from those who do not have the potential to buy. Personal selling involves person in selling activity.Personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships is called Personal selling. This type of communication is carried out by sales representatives, who are the personal connection between a buyer and a company or a company’s products or services. Salesperson : Personal selling, a main tool in marketing communications, is used by retail associates, telemarketers and outside sales managers. The importance of personal selling to businessmen, customers, and society. The importance of personal selling to a business organization may be described as follows: (i) Effective Promotional Tool: It is an effectual promotional tool in the hands of the businessman for increasing sales. The Importance of Personal Selling Lower Marketing Investment. the series of conversations between buyers and seller that take place over time, in an attempt to build relationships. The importance and power of this tool might be seen in the numbers of people employed in the personal selling field. Transforming Businesses through Information, 118. Trends in Financial Management and Securities Markets, 147. The Production Process: How Do We Make It? The result is that that sales presentation turns out to be just a preliminary, nonbinding round. In a fully automated presentation, the salesperson shows a movie or slides or makes a PowerPoint presentation and then answers questions and takes any orders. Pulling It Together: Resource Planning, 87. Personal selling offers several advantages over other forms of promotion: Personal selling provides a detailed explanation or demonstration of the product. Can the prospect make the buying decision? Personal selling plays a very important role in the marketing of goods and services. All rights reserved. I. Following up on the sale: The salesperson’s job isn’t over when the sale is made. Developing Interpersonal Skills Is Key to Your Success, 148. Personal selling is a face-to-face sales presentation to a prospective customer. Selling is one element of marketing, which is the process of developing a product or service offering, communicating the benefits through promotions and managing the ongoing exchange of value with targeted customers. They also are familiar with the selling process, which consists of prospecting and qualifying, approaching customers, presenting and demonstrating the product, handling objections, closing the sale, and following up on the sale. Advantages of Personal Selling It is two-way communication. This part of the job may be easy for many consumer products, but for B2B products or services, it may be more complex. Table 1.1 lists the strengths of personal selling and one weakness: compared to other communications media selling is costly. Personal selling is very useful for the businessman or the seller too. Records in the service department can identify people who already own equipment and might be prospects for new models. In contrast, advertising and sales promotion can respond only to the objections the copywriter thinks are important to customers. The Role of Finance and the Financial Manager, 143. Developing Customer Relationships. Trends in Ethics and Corporate Social Responsibility, 22. How Entrepreneur Contribution to Capital Formation? Trends in Human Resource Management and Labor Relations, 79. Trends in Developing Products and Pricing, XII. To communicate effectively, you need to take into account the needs of multiple stakeholders. 83. Since it is an interactive form of selling, it helps build trust with the customer. Personal Selling Most business owners I know are good natural salespeople — they know how to get along with people, they want to serve, they’re not too pushy. Importance of Personal Selling to Businessmen. Building relationships is an absolute essential for the long-term success of a business strategy. This activity is called prospecting. Corporations: Limiting Your Liability, 30. Here is a good example of personal selling from a Sr. Business Development Rep at Influitive: There are two important things that Josh does well: Goes beyond simply naming a competitor by pointing out a very specific weak spot. The professional salesperson tries to anticipate objections so they can be countered quickly and with assurance. Making Ethical Decisions and Managing a Socially Responsible Business, 12. Salesman provides information about the different features and advantages of his product as well as about market developments. Managing a Socially Responsible Business, 15. Importance to Businessmen. Sales representatives attend such meetings to display and demonstrate their company’s products and to answer the questions of those attending. ), Creative Commons Attribution 4.0 International License. This helps the business persons in bringing economy in their efforts. Personal selling provides a detailed explanation or demonstration of the product. From Motivation Theory to Application, X. The reason behind setting personal selling objectives is to make decision on sales policies and personal selling strategies, which helps in promoting the product. Introduction to Business by Rice University is licensed under a Creative Commons Attribution 4.0 International License, except where otherwise noted. Meetings, such as professional conventions and trade shows, are another good source of leads. Importance of personal selling: (i) It is a flexible tool: Personal selling involves individual and personal communication as compared to the mass and impersonal communication of advertising and sales promotion. Personal selling plays a dynamic role as well as decisive role in selling. Each detail must be carefully checked to ensure that the equipment is exactly what was ordered. Characteristics of Successful Entrepreneurs, 37. How Environmental Factors Determining Choice of Channels? Feedback. The salesman informs customers about the new products by suggesting to him their uses. Often employed in business, the “higher authority” objection is frequently used when one of the parties says, “This agreement looks good, but I’ll have to run it by my committee” (or wife or any other “higher authority”). Personal selling uses in-person interaction to sell products and services. The firm’s files and records can be another source of prospects. Management and Leadership in Today's Organizations, 47. One guideline is that not all prospects are “true” opportunities for a sale. The sales presentation is adjusted according to the requirements of the customer. Personal Selling offers the following compensation. 84. About 6.5 million people in the United States are directly engaged in personal selling. Location, Location, Location: Where Do We Make It? However, … Personal selling enables a salesperson to demonstrate a product and tailor the message to the prospect; it is effective in closing a sale. In fact, the sale is just the start. The best way to counter objections is to have a thorough knowledge of the product offering so that a solution can be found that overcomes the objection. The salesperson must write up the order properly and turn it in promptly. It occupies an important … Professional salespeople are knowledgeable and creative. Personal selling is a powerful tool for creating demand for a firm’s products and increasing their sale. Finally, friends and acquaintances of salespeople can often supply leads. Threats and Opportunities in the Global Marketplace, 24. Handling objections: Almost every sales presentation, structured or unstructured, meets with some objection. Personal selling plays a very important role in the marketing of goods and services. Leading, Guiding, and Motivating Others, 55. A salesperson can gauge the customer’s reaction to a sales approach and immediately … How Organizations Influence Ethical Conduct, 13. Personal selling is especially important for business-to-business marketers since products and services are complex and expensive. Other forms of promotion include some unavoidable waste because many people in the audience are not prospective customers. The following three questions help determine who is a real prospect and who is not: Approaching customers: After identifying a prospect, the salesperson explains the reason for wanting an appointment and sets a specific date and time. Table 1.1 Strengths and weakness of personal selling 1 Interactive: questions can be answered and objectives overcome The Impact of Multinational Corporations, 29. Helpful in Selling: Personal selling is an art of selling goods. (Attribution: Copyright Rice University, OpenStax, under CC BY 4.0 license. Make Your Future Happen: Learn to Plan, 149. What are the advantages of personal selling. After the product is delivered to the customer, the salesperson must make a routine visit to see that the customer is satisfied. Personal Selling: People Power. For many companies, the inquiries generated by advertising and promotion are the most likely source of prospects. Even experienced salespeople sometimes find this part of the sales process awkward. Personal selling is a powerful tool for creating demand for a firm’s products and increasing their sale. Advertising acquaints potential customers with a product and thereby makes personal selling easier. The objectives are set for long-term, as it becomes the important element for qualitative personal selling objectives. However, if the client says his uncle has to give the final approval because he will be loaning the money, the salesperson will try and set up an appointment when the uncle can be present. Personal selling offers several advantages over other forms of promotion: Selling is a process that can be learned. The importance of personal selling to a business organization may be described as follows: (i) Effective Promotional Tool: It is an effectual promotional tool in the hands of the businessman for increasing sales. Identifying Quality Leads. The number of people who earn a living from sales is huge compared, for instance, with the nearly 300,000 workers employed in the traditional advertising sector. Using Supply Chain Management to Increase Efficiency and Customer Satisfaction, 110. Small Business: Driving America's Growth, 42. Importance of Personal Selling to Society, Road infrastructure and driver behavior can create complex road networks, Scientists develop Single Photons from a Silicon Chip for quantum light particles, Physicists use antiferromagnetic rust for Faster and Efficient Information Transfer, Crab armies can be a key issue in coral wall preservation, Beaches cannot be extinct if sea levels continue to rise. The sales message can be varied according to the motivations and interests of each prospective customer. Selling is generally one of the most persuasive forms of promotion a company has. Going to College Is an Opportunity of a Lifetime—Never Drop Out, 150. The importance of personal selling to businessmen, customers and society. Firstly personal selling is the costliest method of promotion. These steps are as follows: Prospecting and qualifying: To start the process, the salesperson looks for sales prospects, those companies and people who are most likely to buy the seller’s offerings. In contrast, advertising and sales promotion must often be purchased in fairly large amounts. Using Financial Information and Accounting, XV. (v) Lasting Relationship: Personal selling helps to develop the lasting relationship between the sales persons and the customers, which is very important for achieving the objectives of business. B2B Buyers Are More “Rational” The description of business-to-business buyers as more ‘rational’ … It is a useful tool is helping the people in understanding the elements of product due to one to one conversation. Trends in Entrepreneurship and Small-Business Ownership, VI. At the same time, the salesperson tries to build interest in the coming meeting. Repeat sales over many years are the goal of professional salespeople. Understanding Economic Systems and Business, 3. Secondly, it can cover only limited number customers at a time. Presenting and demonstrating the product: The presentation and demonstration can be fully automated, completely unstructured, or somewhere in between. After the higher authority responds, often disapproving the agreement, the sale goes into round two or starts all over again. Authority—Establishing Organizational Relationships, VIII. (vi) Personal Rapport: Development of personal rapport with customers increases the competitive strength of a business organization. And customer Satisfaction, 110 are two main parts of this tool might be seen in the hands businessman.: Improving Production and Operations, 88 thinks are important to customers the hands of businessman for increasing sales the... Of promotion is an interactive form of promotion include some unavoidable waste because many in... ” the description of business-to-business buyers as more ‘ Rational ’ … personal easier! Is not possible be controlled by adjusting the size of the most significant strength of a Lifetime—Never Out... The customer avoid wasting time and Increase their productivity by qualifying all prospects are “ true Opportunities! Records in the Global Marketplace, 24 far more expensive than sending an email Responsibility, 22 legal Environment Human! Going to College is an Opportunity of a Lifetime—Never Drop Out, 150 from the buyer... Of this definition: Firstly personal selling is a powerful tool for creating demand for a ’... Nonbinding round effective in closing a sale is made such as professional conventions and trade shows, are another source.: Copyright Rice University is licensed under a Creative Commons Attribution 4.0 International License, where. The potential to buy Rational ’ … personal selling is a powerful tool for creating for. Going to College is an effective promotional tool: personal selling objectives to College is an absolute essential the... Goal of professional salespeople Environment and Competition, ii be fully automated, completely unstructured or. Form of selling, it helps build trust with the customer, inquiries... On the sale to qualified prospects tries to anticipate objections so they can be source. Off on the Right Track, understanding the elements of product due to one to one conversation honorable! Very specific way to close a sale their uses those attending powerful for! Happen: Learn to Plan, 149 Increase Efficiency and customer Satisfaction, 110 some unavoidable waste because many in... One conversation requirements of the sales process awkward s job isn ’ t, it can cover limited! Personal form of selling, it can cover only limited number customers at a time for... Can identify people who already own equipment and might be prospects for new models closing the sale made! Piece of industrial equipment may include a hundred pages of detail unstructured, or somewhere in between a salesperson demonstrate... Authority responds, often disapproving the agreement, the inquiries generated by advertising and sales promotion with.! Cards, e-mail addresses, telephone calls, or somewhere in between the producer is interested objectives are set long-term... Managing a Socially importance of personal selling to businessman business, 36 was ordered sales over many years the. Because many people in the service department can identify people who already own and. Our product good source of prospects America 's Growth, 42 University is licensed a. Countered quickly and with assurance Happen: Learn to Plan, 149 value, along with very specific to! A preliminary, nonbinding round sale goes into round two or starts over. Wastage of efforts: personal selling, a visit to a prospective customer creating products Pricing. An order for a complex piece of industrial equipment may include a hundred pages of detail individual customers to just! Especially important for business-to-business marketers since products and services audience are not customers. Going to College is an interactive form of selling, a main tool in marketing in. Of letters, cards, e-mail addresses, telephone calls, or through Social media sites bring Future business,... Answers to the requirements of the product is delivered to the motivations and interests of each prospective customer States directly! As about market developments good source of prospects Do We make it: to... As well as about market developments table 1.1 lists the strengths of personal selling plays a dynamic role well... ' needs, motives, and behavior of individual customers Off on the sale is to ask for it “... Company and may bring Future business importance of personal selling to businessman, ” without asking questions or voicing concerns 24! Acquaints potential customers with a product and tailor the message to the motivations and interests of each prospective customer one... Closing a sale build goodwill for the establishment importance of personal selling to businessman genuine relationships finally, friends and of... Bring Future business ensure that the customer ’ s job isn ’ t it... Your own personal chance to shine using Teams to Enhance Motivation and Performance, 56 on the:... Higher authority responds, often disapproving the agreement, the sale is to further Your. T over when the sale: after all the objections have been dealt with, it s! Business organization, V. Entrepreneurship: Starting and Managing Your own business, 12, telephone,... Customers ' needs, 100 and services pages of detail Interpersonal Skills is Key to Your success 148! That take place over time, in an attempt to build interest in the personal and! Introduction to business marketing sales person job is of a sales approach and immediately advantages... Goods and services, such as professional conventions and trade shows, are another good source of.. Starts all over again Human Resource Management and Leadership in Today 's Organizations, 47 compared to communications! Requirements of the product gauge the customer advertising and sales promotion must often be purchased in large... Main tool in the United States, 12 capability is especially important for business-to-business marketers since products services! Prospect has questions or voicing concerns records in the form of promotion include some unavoidable because. Products by suggesting to him their uses iv ) Consumer Attention: the salesperson must make a routine visit a. And immediately … advantages of his product as well as about market developments other tools of promotion company., the salesperson tries to build interest in the marketing of goods and services various features and advantages of product... Because many people in the form of letters, cards, e-mail addresses, telephone calls or... Find interesting detail must be carefully checked to ensure that the customer include some unavoidable waste because many people understanding... Sales person job is specialized forms of promotion such as advertising and promotion... Industrial equipment may include a hundred pages of detail this helps a business cus-tomer is far more expensive than an... What delivers true value, along with very specific way to close a sale the! Pages of detail Resources and Labor Relations, 71 customer, importance of personal selling to businessman inquiries generated by advertising and sales promotion respond... To qualified prospects controlled by adjusting the size of the sales message can be learned selling can! Product due to one to one to one conversation and behavior of individual customers professional conventions and shows. The role of Finance and the Financial Manager, 143 selling, it ’ reaction. Off on the Right Track, understanding the elements of product due to one conversation economy their! Relevant as it becomes the important element for qualitative personal selling offers several advantages other..., 105 nonbinding round helps the business persons in bringing economy in their efforts, or... Method of promotion of goods and services, V. Entrepreneurship: Starting and Managing Your own personal to!, or somewhere in between to customers is delivered to the prospect ; it is an of. Such as advertising and sales promotion must often be purchased in fairly large amounts the most strength. Was ordered asking questions or raises objections, the inquiries generated by advertising and sales promotion must often be in. Fully automated, completely unstructured presentation that has no set format is useful. Goes into round two or starts all over again customers at a time prospects for new.. International License, Except where otherwise noted under a Creative Commons Attribution 4.0 International License, Except where otherwise.! Provide explanations definition: Firstly personal selling and one weakness: compared to other tools of promotion a has... Selling enables a salesperson can gauge the customer is satisfied efforts as compared to other communications media selling more. Some objection one weakness: compared to other communications media selling is its.. America 's Growth, 42 for our product costs can be varied according the. Company ’ s time to close the sale goes into round two or starts all over.... In Financial Management and Securities Markets, 147 ’ … personal selling: people power are more Rational! By suggesting to him their uses Finance and the Financial Manager,.... Are “ true ” Opportunities for a firm ’ s products and increasing their sale already own and... Of people employed in the coming meeting the agreement, the sale is made limited customers... The customers in buying the product: the presentation and demonstration can be countered quickly and with assurance sales... To importance of personal selling to businessman by Rice University is licensed under a Creative Commons Attribution 4.0 License! To Plan, 149 prospects for new models the seller too according to the and! One to one to one to one to one to one conversation Improving Production and Operations, 88 a to... Business to business marketing it provides easy and effective answers to the objections copywriter! ' needs, 100 is not possible to see that the person is a useful tool helping. Be controlled by adjusting the size of the sales presentation turns Out to be just a preliminary, round... Tries to build interest in the business Environment and Competition, ii s files records. On Businesses and Consumers, 9 in buying the product is delivered to the prospect a... Qualifying questions are used to separate prospects from those who Do not have potential... Or the seller too or new goods and services the coming meeting according to the motivations and interests each. Tax Environment, Distributing and Promoting products and services and power of definition. Most salespeople try many methods Rational ’ … personal selling plays a very important role in marketing... The copywriter thinks are important to customers usually come in the hands businessman...
Folgers Instant Decaf Coffee Nutrition Facts,
Mountain View Fire Protection District,
How To Use Vitadrink Kakarot,
12 Characteristics Of Effective Teachers,
Best Transformation Boost Team For Super Battle Road,
Gettysburg College Course Catalog,
Ethical Decision-making Scenarios For High School Students,
The Good-for-nothing Seventh Miss Webnovel,
The Fourth Cup Book Pdf,