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Personal Selling

Personal selling involves two-way communication between a buyer and seller during a face-to-face encounter to make a sale. It is one of the oldest forms of promotion and is more useful for small companies, concentrated markets, products that need demonstration or establishment of trust, or high-value products. The personal selling process includes prospecting, pre-approach research, the sales presentation and demonstration, handling objections, closing the sale, and follow-up. Key factors for sales success are thorough knowledge of the product, company, competition, customers, selling process, and oneself.

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Geetanshu Singh
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97 views16 pages

Personal Selling

Personal selling involves two-way communication between a buyer and seller during a face-to-face encounter to make a sale. It is one of the oldest forms of promotion and is more useful for small companies, concentrated markets, products that need demonstration or establishment of trust, or high-value products. The personal selling process includes prospecting, pre-approach research, the sales presentation and demonstration, handling objections, closing the sale, and follow-up. Key factors for sales success are thorough knowledge of the product, company, competition, customers, selling process, and oneself.

Uploaded by

Geetanshu Singh
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Personal Selling

Personal Selling

1. Personal selling is oral communication with potential


buyers of a product with the intention of making a sale.

2. Personal selling is one of the oldest form of promotion.


Definitions

Personal selling –
1) two-way flow of communication
2) between a buyer and seller
3) a face-to-face encounter
When Is it More Useful ?
1.Company is small or has insufficient funds to carry on an
advertising program.

2.When the market is concentrated.

3.When the personality of the salesman is needed to establish


report or create confidence.

4.When the product has higher unit value.


When Is it More Useful ?

5. Requires demonstration. Must be fitted to the individual


customer’s needs
STEPS IN PERSONAL SELLING
Prospecting

The Pre-
approach
The Follow-
up

The-
Closing the Approach
sales

Handling The Sales


Objections Presentation
1.) Prospecting
The goal
of prospecting is to
develop a database of
likely customers and then
systematically
communicate with them.
2.) The Pre-approach :
• This stage
involves the
collecting of as
much relevant
information as
possible prior to
the sales
presentation.
3.) The Approach
• In this salesperson
should always focus on
the benefits for the
customer. This is done by
using the product's
features and advantages.
This is known as the
FAB technique (Features,
Advantages and Benefits).
4.) The Sales Presentation
•Formal and pre-
arranged meeting,
usually at a
customer's place
where a salesperson
or a sales team
presents detailed
information about a
product or product-
line.
6.) Handling Objections:
7.) Closing the sales
8.) The Follow-up
Six Things Which Makes A
Salesman Successful
1.Know the product
2.Know the company
3.Know the competition
4.Know the customer
5.Know the process of
selling
6.Know own self

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