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presentation : Personal selling
Efforts by: Prateek Mishra
• Personal selling is where businesses use
people (the “sales force”) to sell the product
after meeting face-to-face with ...
Prospecting Identifying and Qualifying
Pre approach and call planning
Presentation approach and demonstration
Handling of ...
1.) Prospecting :
2.) The Pre-approach : This stage involves the
collecting of as much relevant information as
possible pr...
Call Planning
• Specifying the objectives
• Why am I going on this interview?
What am I trying to make happen?
If the pros...
Cont…
3.) The Approach : The salesperson should always
focus on the benefits for the customer. This is done
by using the p...
5.) The Trial Close : The trial close is a part of the
presentation and is an important step in the
selling process. Known...
7.) Closing the sales
8.) The Follow-up
Personal selling philosophy
• Adopt the marketing concept
• Be a problem solver
• Aim at doing consultative selling
Personal selling example
No matter what we sell, what matter is how we sell
Salesmen should be master
of all trade
He should be convincing and
have a strategy to support
his selling approach
On what grounds
customer would say
“NO” to my
product??????????
• It’s good to be
pessimistic
• But sometimes being
pessim...
If one understands the minds of customer
and they also have thought process
similar to customer, then they are likely to
b...
“Salesmen fail not when they open their mouths,
but before they open them. Their appearances
convey they are not likable, ...
“It is said that selling makes the world go
around. For it is somebody who sold something
to someone else, who in turn sol...
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PPT on Personal selling

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This PPT gives a brief outlook of the process of personnel selling and its various stages. For any queries feel free to contact at prateekckc@yahoo.co.in

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Transcript of "PPT on Personal selling"

  1. 1. presentation : Personal selling Efforts by: Prateek Mishra
  2. 2. • Personal selling is where businesses use people (the “sales force”) to sell the product after meeting face-to-face with the customer. • Advantages: Advantages Disadvantages High customer attention Message is customised Interactivity Persuasive impact Potential for development of relationship Adaptable Opportunity to close the sale High cost Labor intensive Expensive Can only reach a limited number of customers
  3. 3. Prospecting Identifying and Qualifying Pre approach and call planning Presentation approach and demonstration Handling of Objections The close Follow up
  4. 4. 1.) Prospecting : 2.) The Pre-approach : This stage involves the collecting of as much relevant information as possible prior to the sales presentation. The pre- approach investigation is carried out on new customers but also on regular customers.
  5. 5. Call Planning • Specifying the objectives • Why am I going on this interview? What am I trying to make happen? If the prospect says “yes, I want to buy,” what am I going to recommend?
  6. 6. Cont… 3.) The Approach : The 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 :
  7. 7. 5.) The Trial Close : The trial close is a part of the presentation and is an important step in the selling process. Known as a temperature question - technique to establish the attitude of the prospect towards the presentation and the product. 6.) Handling Objections:
  8. 8. 7.) Closing the sales 8.) The Follow-up
  9. 9. Personal selling philosophy • Adopt the marketing concept • Be a problem solver • Aim at doing consultative selling
  10. 10. Personal selling example
  11. 11. No matter what we sell, what matter is how we sell
  12. 12. Salesmen should be master of all trade He should be convincing and have a strategy to support his selling approach
  13. 13. On what grounds customer would say “NO” to my product?????????? • It’s good to be pessimistic • But sometimes being pessimistic serves the purpose
  14. 14. If one understands the minds of customer and they also have thought process similar to customer, then they are likely to become good salesmen Get into the psychology of the customer
  15. 15. “Salesmen fail not when they open their mouths, but before they open them. Their appearances convey they are not likable, not honest, not trustworthy, not even sincere”
  16. 16. “It is said that selling makes the world go around. For it is somebody who sold something to someone else, who in turn sold it to us” Thank you !
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