presentation : Personal selling

By: Arijit saha(PA1205))

Personal selling is where businesses use people (the “sales force”) to sell the product after meeting face-to-face with the customer. 

Advantages Disadvantages

High customer attention Message is customised Interactivity Persuasive impact Potential for development of relationship Adaptable Opportunity to close the sale

High cost Labor intensive Expensive Can only reach a limited number of customers

Personal selling philosophyAdopt the marketing concept

Be a problem solver

Aim at doing consultative selling

Salesmen should be master of all trade

He should be convincing and have a strategy to support his selling approach

HDFCLIFEHDFC Standard Life Insurance Company

Limited is one of India's leading private insurance companies.

offers a range of individual and group insurance solutions.

It is a joint venture between Housing Development Finance Corporation Limited (HDFC Limited), India's leading housing finance institution and a Group Company of the Standard Life Plc, UK

PRODUCT PROFILE

HDFC PRODUCTS

TERM PLAN

HDFC Home Loan

Protection Plan*

HDFC Term Assurance

Plan

CHILDREN PLAN

HDFC SL YoungStar Super II

WOMEN PLAN

HDFC Life Smart Woman

Plan

SAVING AND INVESTMEN

T PLAN

HDFC SL New Money Back Plan

HDFC Life ProGrowth

Plus

HEALTH PLAN

HDFC SurgiCare

Plan

PENSION PLANS

HDFC Life Personal

Pension Plus 

HDFC Life Pension Super

Plus

Prospecting Identifying and Qualifying

Pre approach and call planning

Presentation approach and demonstration

Handling of Objections

The close

Follow up

1.) Prospecting :

2.) The Pre-approach : This stage involves the collecting of as much relevant information as possible prior to the sales presentation. The pre-approach investigation is carried out on new customers but also on regular customers.

Call PlanningSpecifying the objectivesWhy am I going on this interview?

What am I trying to make happen?If the prospect says “yes, I want to buy,” what am I going to recommend?

Cont…3.) The Approach : The salesperson should always focus on the benefits for the customer. This is done by using the product's features and advantages. This is known as the FAB technique (Features, Advantages and Benefits).

4.) The Sales Presentation :

5.) The Trial Close : The trial close is a part of the presentation and is an important step in the selling process. Known as a temperature question - technique to establish the attitude of the prospect towards the presentation and the product.

6.) Handling Objections:

7.) Closing the sales

8.) The Follow-up

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Thank you !