personal selling, it's advantage and disadvantage and theories

2. Definition:
“Oral presentation in a conversation with one
or more prospective purchasers for the
purpose of making sales” – American
Marketing Association.

3.  Relatively high level of customer attention
 Customize the message to a customer’s specific
interests and needs
 Two way communication gives immediate
feedback
 Enables a salesperson to communicate a larger
amount of technical and complex information
than other promotional methods
 Greater opportunity to demonstrate a product’s
functioning and performance characteristics
 Helps to build a long term relationship

4. o Quantitative
objectives:
• To get order and execute
orders for customer satisfaction
• To meet sales target and profit
and expense norms
• To maintain present and add
new customers
• To achieve sales volume and
satisfy co’s product mix norms.
• To submit mgt reports regularly
as per co’s policies
o Qualitative
objectives:
• To do entire selling job
• To serve existing accounts
• To generate new enquires and
new prospects
• To convert new prospects in
long term customers
• To co-ordinate with distribution
channel members
• To collect information

5. Prospecting
Pre Approach
Approach
Presentation
Overcoming Objection
Closing the sale
Follow up

6.  Prospecting:
 Pre- approach
 Approach
 Presentation
 Overcoming
objection
 Closing the sale
 Follow up
 Before planning a sale, a
salesperson conducts
research to identify the
people or companies that
might be interested in her
product.
 A prospect is a lead that is
qualified or determined to
be ready, willing, and able
to buy.

7.  Prospecting
 Pre- approach:
 Approach
 Presentation
 Overcoming
objection
 Closing the sale
 Follow up
 The pre-approach is the
“doing your homework” part
of the process. A good
salesperson researches his
prospect, familiarizing
himself with the customer’s
needs and learning all the
relevant background info he
can about the individual or
business.

8.  Prospecting
 Pre- approach
 Approach:
 Presentation
 Overcoming
objection
 Closing the sale
 Follow up
 First impressions (e.g., the first
few minutes of a sales call)
are crucial to building the
client’s trust.[
 This usually involves
introductions, making some
small talk, asking a few
warm-up questions, and
generally explaining who
you are and whom you
represent. This is called
the approach.

9.  Prospecting
 Pre- approach
 Approach
 Presentation:
 Overcoming
objection
 Closing the sale
 Follow up
 The presentation should be
tailored to the customer,
explaining how the product
meets that person or
company’s needs.
 It might involve a product
demonstration, videos,
PowerPoint presentations, or
letting the customer actually
look at or interact with the
product.

10.  Prospecting
 Pre- approach
 Approach
 Presentation
 Overcoming
objection:
 Closing the sale
 Follow up
 After you’ve made your
sales presentation, it’s
natural for your customer to
have some hesitations or
concerns called objections.
Good salespeople look at
objections
as opportunities to further
understand and respond to
customers’ needs

11.  Prospecting
 Pre- approach
 Approach
 Presentation
 Overcoming
objection
 Closing the sale:
 Follow up
 Eventually, if your customer is
convinced your product will
meet her needs,
you close by agreeing on
the terms of the sale and
finishing up the transaction.
 Sometimes a salesperson has
to make several trial
closes during a sales call,
addressing further objections
before the customer is ready
to buy.

12.  Prospecting
 Pre- approach
 Approach
 Presentation
 Overcoming
objection
 Closing the sale
 Follow up:
 The follow-up is an important
part of assuring customer
satisfaction, retaining
customers and prospecting
for new customers.
 This might mean sending a
thank-you note, calling the
customer to make sure a
product was received in
satisfactory condition, or
checking in to make sure a
service is meeting the
customer’s expectations

20. Need(or
problem)
Solution Purchase

21. Need Solution Purchase Satisfaction

22. Need
Product/Servi
ce and trade
name
Purchase Satisfaction/D
issatisfaction