PROCESS OF PERSONAL SELLING

Submitted to:Dr. Rahul Pratap Singh Kaurav

Submitted By:Megha RanaJayamani ShrivastavaPurvi Sharma

Personal Selling• Personal selling is oral communication with potential buyers of a product with the intention of making a sale.• Personal selling is one of the oldest form of promotion.

Features

• Personal Form• Development of Relationship• Oral Conversation• Quick solution of Queries• Receipt of Additional Information• Real Sale

Advantages of Personal Selling

• The two way nature of sales.• Knowledge of other uses.• Demonstrate the product.• Builds long term relationships.• Assures buyers receive appropriate services.

Prospecting

Pre approach

Approach

Presentation and demonstration

Closing the sale

Follow up

Six Steps of Personal Selling

Prospecting• Before planning a sale, a salesperson conducts research to identify the people or companies that might be interested in her product.

Pre-Approach• The pre-approach is the “doing your homework” part of the process. A good salesperson researches his prospect, familiarizing himself with the customer’s needs and learning all the relevant background.

Approach• First impressions (e.g., the first few minutes of a sales call) are crucial to building the client’s trust.• This usually involves introductions, making some small talk, asking a few warm-up questions, and generally explaining who you are and whom you represent. This is called the approach.

Presentation•It might involve a product demonstration, videos, PowerPoint presentations, or letting the customer actually look at or interact with the product.

Closing the Sale

• Eventually, if your customer is convinced your product will meet her needs, you close by agreeing on the terms of the sale and finishing up the transaction.

Following Up

• The follow-up is an important part of assuring customer satisfaction, retaining customers and prospecting for new customers.