8/8/2019 persnal sellng

1/17

Personal Selling

& Psychological survey andAnalysis

Presented by

Akhil Sharma

56-MBA-08

8/8/2019 persnal sellng

2/17

Objectives

Describe roles of selling and relationship

management

Identify when to use personal selling Understand contributions of a salesperson

Outline the steps involved in making a sale

Understand ongoing nature of selling & marketing

Describe major aspects of sales managers job

Classify various forms of sales compensation

Identify ethical issues facing sales personnel

8/8/2019 persnal sellng

3/17

Examples of Personal Selling

Telemarketing

Theimagecannotbe displayed.Your computer may nothaveenough memory toopen theimage,or theimagemayhavebeen corrupted.Restartyour computer,and then openthefileagain. Ifthe red x stillappears,you may havetodeletetheimageand then insertitagain.

Inside selling

Retail selling

Field selling

12 million people are engaged in personalselling in the United States

Represents about 10% of the work force

8/8/2019 persnal sellng

4/17

Characteristics of Personal Selling

Flexibility

Adapt to situations Engage in dialog

Builds Relationships

Long term

Assure buyers receive

appropriate services

Solves customers

problems

Can not reach mass

audience

Expensive per contact

Numerous calls

needed to generate

sale

Labor intensive

8/8/2019 persnal sellng

5/17

Personal Selling Tasks

Ordergetting

Seeking out customers

Creative selling Pioneering

Account management

Order taking

Routine

writing up orders checking invoices

assuring prompt order

processing

8/8/2019 persnal sellng

6/17

The Personal Selling Process

PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS

APPROACHING THE PROSPECT

FOLLOWING UP

CLOSING THE SALE

HANDLING OBJECTIONS

MAKING THE SALES PRESENTATION

Pre approach: QUALIFYING PROSPECTS

8/8/2019 persnal sellng

7/17

Making The Sales Presentation

Using Persuasive

communication

Hold Attention

Stimulate Interest

Desire

Tell the products story

Creative Selling Process

8/8/2019 persnal sellng

8/17

Handling Objections

Questions

Reservations

Understand Concern

Counterarguments

Acknowledge concern

Clues to process

Creative Selling Process

8/8/2019 persnal sellng

9/17

Closing the Sale

Closing signals

Trial close

Asking the

prospect to buy

Creative Selling Process

8/8/2019 persnal sellng

10/17

Following Up

Commitments met Shipment

Performance

Reinforce L-R relationship

Satisfied customers rebuy

& recommend

Creative Selling Process

8/8/2019 persnal sellng

11/17

Psychological Survey

8/8/2019 persnal sellng

12/17

Survey Psychology cannot attain the certainty and exactness of the physical

sciences, unless it rests on a foundation of experiment andmeasurement. A step in this direction could be made by applying a

series of mental tests and measurements to a large number ofindividuals. The results would be of considerable scientific value indiscovering the constancy of mental processes, their interdependence,and their variation under different circumstances. Individuals, besides,would find their survey interesting, and, perhaps, useful in regard totraining, mode of life or indication of disease. The scientific andpractical value of such survey would be much increased should auniform system be adopted, so that determinations made at differenttimes and places could be compared and combined. (Cattell, 1890)

8/8/2019 persnal sellng

13/17

History of Psychological Survey

20th century advances in assessment due to advances

in: Theories of human behaviour

Statistical methods

Application of psychology in various settings

Treatment of mentally disturbed and retarded people

8/8/2019 persnal sellng

14/17

What is a Survey?

Health Professions Act, 56 of1974 A psychological act with respect to assessment is defined as being

the use of measures to assess mental, cognitive, or behaviouralprocesses and functioning, intellectual or cognitive ability orfunctioning, aptitude, interest, emotions, personality,psychophysiological functioning, or psychopathology (abnormalfunctioning)

Measure constructs Try to quantify traits and behaviour

Represent the individual characteristic of the person on theconstruct Differences in scores should represent differences in the

construct

8/8/2019 persnal sellng

15/17

Why is Survey important?

Estimated 200 million achievement and

ability tests administered at schools in the

US

Can have subtle or profound effects on life

can change lives

8/8/2019 persnal sellng

16/17

Dimensions of Survey Interest

Aptitude

Achievement tests

Personality inventories

Intelligence tests

Neurological functioning

8/8/2019 persnal sellng

17/17

THANK YOU