Shikha, Ruchika

7/27/2019 Shikha, Ruchika

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Personal Selling

Presented by:

Ruchika Singh

Shikha Sehgal


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Personal Selling Defined

Direct face-to-facecommunication between

sellers and potential buyers.


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Essential elements of Personal Selling

Face-to-Face interaction: Personal sellinginvolves a salesmen having face-to-face

interaction with the prospective buyers.

Persuasion: A salesman must have the

ability to convince the customers so that an

interest may be created in the mind of thecustomers to use that product


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Flexibility: Sometimes salesman may explain the

features and benefits of the product and faces number

of queries from the customers. Looking into the

situation and interest of the customers, the approachof the salesman is decided instantly.

Promotion of sales: The ultimate objective of

personal selling is to promote sales by convincing

more and more customers to use the product.


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Supply of Information: Personal selling

provides various information to the

customers regarding availability of the

product, special features, uses and utility ofthe products.

Mutual Benefit: It is a two-way process.

Both seller and buyer derive benefit from it.

While customers feel satisfied with the

goods, the seller enjoys the profits.


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Example

Selling vegetables or rice by carrying thesame in a cart and moving from door to door

to sell. Even sarees, carpets in a similar

fashion.

Moreover while traveling in buses or local

trains you must also have seen people

selling pens, toys, books, combs, etc. inside

the bus or train


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Emphasis Should be on Long-

Term Relationship Building


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Five Ps of personal selling:-

Preparation:-preparation of material for

use

Prospecting:-locating potential customers

Pre-approach:-tailoring material for the

prospect(the potential buyer)

Presentation:-delivering the presentation Post sale support:-reinforcing and

confirming the customers choice


9/20The 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


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Prospecting: Identifying likelynew customers Leads

Developing lists of Potential

Customers

Pre-approach(Qualifying)

Finding and analyzing informationabout prospects

Evaluating a prospects potential

Creative Selling Process


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Approaching The Prospect

HOW DO WE MAKE THE

INITIAL CHOW DO WE MAKE THE

INITIAL CONTACT & BUILD RAPPORT

There is only one time to

make a first impression


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Handling Objections

Questions

Reservations

Understand Concern

Counterarguments

Acknowledge concern

Clues to process

Creative Selling

Process


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Iceberg Effect

Simple (S R)

Complex Interactions

10% is

visible

90% is

invisible

Competition/deal

s

Technology

Consumer

Preferenc

es Personalemotions


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Overcoming Objections

IF HE HADNT TOLD

ME WHAT HIS OBJECTION

WAS, I NEVER WOULD

HAVE BEENABLE TO HELP!


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Closing the Sale

Closing signals

Trial close Asking the

prospect to buy

Creative Selling Process


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Following Up

Commitments met

Shipment

Performance

Reinforce L-R

relationship

Satisfied customers

rebuy & recommend

Creative Selling

Process


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After-sales Service Ratings

0 1 2 3 4 5 6 7 8

Speed

.37

Reputation

3.38

Cost

4.39

Service

Quality

7.87

10

(SCALE: Degree of Importance) (JMR/Vol. 78)

Low High

Job quality: do it right the first time

Prompt warranty work


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A Key to Success

Stay Close toYour

Customer

andLISTEN!


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Planning the Sales Call

Know your company

Know your products

Know your competitors products

Know your business environment

Know your customers

Shikha, Ruchika

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