Personal selling
Upcoming SlideShare
Loading in...5
×
 

Like this? Share it with your network

Share

Personal selling

on

  • 355 views

 

Statistics

Views

Total Views
355
Views on SlideShare
355
Embed Views
0

Actions

Likes
0
Downloads
11
Comments
0

0 Embeds 0

No embeds

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

Personal selling Presentation Transcript

  • 1. Vishwakarma Institute of Management
  • 2.  Today, many salespeople are problem solving professionals.
  • 3. Definition of personal selling  “Direct face-to-face communication between seller and potential buyer to influence attitudes and behaviour”
  • 4. The importance and role of personal selling  Helping to buy is good selling  Salespeople represent the whole company –and customers, too  Sales force aids in market information functions as well  Sales people can be strategy planners, too
  • 5. What kinds of personal selling are needed? Basics sales tasks- A. Order getting B. Order taking and C. Supporting
  • 6.  Order getters develop new business- seeking possible buyers with a well- organized sales presentation designed to sell a product, service, or idea.  Producers’ order getters- find new opportunities  Wholesalers’ order getters- hand it to the customers, almost  Retail order getters influence consumer behaviour
  • 7.  Order takers- keep the business coming  Producers’ order takers- train and explain  Wholesalers’ order takers- not getting orders but keeping them  Retail order takers- often they are poor salesclerks
  • 8.  Supporting sales force- supporting salespeople help the order-oriented salespeople- but they don’t try to get orders themselves.  Missionary salespeople can increase sales  Technical specialists are experts who know product applications
  • 9.  Three tasks may have to be blend
  • 10. The right structure helps assign responsibility  Different target markets require different selling tasks  Big accounts get special treatment  Some salespeople specialize in telephone selling  Sales tasks are done in sales territories  Size of sales force depends on workload
  • 11. Types of sales presentation 1. Prepared sales presentation 2. Need-satisfaction approach 3. Selling formula approach- some of both