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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
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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