personal selling ppt
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Personal Selling
Présenter byS.VIGNESHWARAN(5106)
SHASHI RANJAN KUMAR(5043)
PRAKASH SINGH(5028)RAJEEV DHAKED(5074)
SAURABH SRIVASTAVA(5028)
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MEANING OF PERSONAL SELLING
Personal selling is the process of communicating with a potential buyer (or buyers) face-to-face with the purpose
of selling a product or service.
Personal selling refers to the presentation of goods and services before the customersand convincing or persuading them to buy the products or services.
The person who sells goods to you in this way is called a ‘salesman’ and the technique of sellingis known as ‘personal selling’ or ‘salesmanship’
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Personal Selling
■ Personal selling is a two-waycommunication that uncovers andsatisfies the needs of prospects,providing mutual, long-termbenefits for both parties.
■ Personal selling primary role isretaining and growing customersacquisition.
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Objectives of Personal Selling
Building Product Awareness Creating Interest
Providing Information
Stimulating Demand
Reinforcing the Brand
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Essential elements of Personal Selling
Face-to-Face interaction Persuasion
Flexibility Promotion of sales
Supply of Information
Mutual Benefit
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DISADVANTAGES OF PERSONAL SELLING
MISUNDERSTOOD
HIGH COST
1.High cost per unit
2.Training cost
The company will not cover
big market
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Qualities of salesperson engaged in Personal Selling
Physical Quality
Mental Quality
Integrity of character
Knowledge of the product and the
company
Good behavior
Ability to persuade
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Classification of Personal Selling Approaches
Stimulus Response SellingMental States SellingNeed Satisfaction SellingProblem Solving Selling
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Stimulus Response Selling
Salesperson Provides
Stimuli
BuyerResponses
Sought
Continue Process until
Purchase Decision
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Mental States Selling
Attention Interest Conviction Desire Action
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Problem Solving Selling
DefineProblem
GenerateAlternativeSolutions
ContinueSelling
untilPurchaseDecision
EvaluateAlternativeSolutions
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The Sales Process: An Overview
Developing Customer
Relationships
Initiating Customer
Relationships
Enhancing Customer
Relationships
Selling Foundations
Selling Strategy
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The Sales Process: Selling Strategy
In order to be successful in today’s global business environment, salespeople must also think and act strategically. The must develop strategies for:
Their Sales Territories
Each Sales Call
Each Customer
Each strategy is related to the
other
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The Sales Process
• Prospecting• Preapproach• Presentation Planning• Approaching the Customer
Developing Customer
Relationships
Initiating Customer
Relationships
Enhancing Customer
Relationships
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Type ofPersonal Selling
Professional
Consumer
Industrial
Intermediaries
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Personal Selling Tasks
•Order getting•Seeking out customers•Creative sellingPioneering•Account management
Order taking Routine
writing up orders checking invoices assuring prompt order processing
Suggestive selling
