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SELLING TO SUPERIORS

By-

Jayashree Badgujar 

Madhavi Bhandirge

Charuta Jagtap

Sanjot Nikam

Pranali PatilSayali Shaha

Ekta Shrivastav

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Personal Selling

Personal selling refers to personal communication with

a an audience through paid personnel of anorganization or its agents in such a way that the

audience perceives the communicator’s organization as

being the source of the message.

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Six stages of Personal Selling 

1) Prospecting

2) Pre-approach

3) Approach

4) Presentation

5) Close

6) Follow-Up

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 Advantages of Personal Selling

Provides a detailed explanation or demonstration of product

Message can be varied to fit the needs of each

prospective customer 

Can be directed to specific qualified prospects

Instant feedback

Personal persuasion can be used“A good salesman can getyou to buy ice in winter”

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Disadvantages of personal selling

Limited reach

High cost-per-action (CPA)

Training costs

Management Conflict

Potential ethical problems

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SWOT Analysis

 A SWOT analysis guides you to identify the positive

and negative aspects inside your institution (S-W) and

outside of it in the external environment (O-T).

Developing full awareness of your situation can helpwith both strategy planning and decision making.

SWOT is not the only assessment technique you can

use, but is one with a long track record of effectiveness.

The strengths of this method are its simplicity and

application to a variety of levels of operation.

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Use of SWOT Analysis

Workshop sessions

Brainstorming meetings

Problem solving

Product evaluation

Strategic planning

Competitor evaluation

Personal development planning

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The elements of SWOT analysis

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Strengths

Identify skills and capabilities that you have.

What can you do particularly well, relative to rivals?

What do analysts consider to be your strengths?

What resources do you have? Is your brand or reputation strong?

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Weaknesses

What do rivals do better than you?

What do you do poorly?

What generates the most customer dissatisfaction and

complaints?

What generates the most employee dissatisfaction and

complaints?

What processes and activities can you improve?

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Opportunities

Where can you apply your strengths?

How are your customers and their needs changing?

How is technology changing your business?

Are there new markets for your strengths? (e.g.foreign)

Are there new ways of producing your products?

  Are your rivals’ customers dissatisfied? 

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Threats Are customers able to meet their needs with alternative

products? Are customer needs changing away from your 

product?

What are your competitors developing?

Are your rivals improving their product offerings or prices?

Is new technology making your product obsolete?

Is your cash-flow and debt position healthy?

Are your employees satisfied? Is turnover high?

Is new competition coming?

Are sales growing slower than the industry average?

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Sample Layout for SWOT analysis

Internal External

STRENGTH WEAKNESS OPPORTUNITY THREATS

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To Sum up

 A SWOT analysis identifies your S, W, O, T to assistyou in making strategic plan and decisions.

SWOT is a simple yet wide comprehensive way of assessing the positive and negative forces within andwithout your organization, so you can be better prepared to act effectively.

The SWOT analysis prompts you to move in abalanced way throughout your program.

 A SWOT analysis will be most helpful if you use it tosupport the vision and mission of your institution.

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How to use your strengths to sell

superiors ?

Knowledge

Relationship

Documentation and minutes preparation

Grasp and understand

Complacent (knife)

Consolidate wise

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How to work on your weaknesses

to sell to superiors ?

Week memory

Punctuality

Language

Communication Skills

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How to Sell an Idea to Your 

Boss?

Evaluate your idea from your boss' perspective

Prepare a professional proposal Schedule a time to present your idea

Present

Follow up

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Tips & Warnings

Stay objective about your idea to help maintain a

professional image during your presentation.

Do your homework.

Be confident and positive.

Do not have unrealistic expectations.

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