Introduction to Selling Skills

1. Session 1

2. Course: Retail Selling Skills
Course Credit:1.5
Classroom :16 hours (8 sessions)
Field Training :24 hours (as per retailer's convenience)
Total Marks: 50 (20 marks internal evaluation +30 marks
end trim final evaluation.)
Text Reference: Retail Selling- Peter Fleming
No Thanks, I'm just looking:Professional Retail Sales
Techniques for turning shoppers into buyers- Harry J.
Friedman
PGDM Retail Management, Batch
2015-17, TrimIII

3. Importance of Selling

4. Story

5. What isSkill?
A skill is the learned ability to carry out a task with pre-
determined results often within a given amount of time,
energy, or both. In other words, the abilities that one
possesses. - https://en.wikipedia.org/wiki/Skill
An ability and capacity acquired through deliberate,
systematic, and sustained effort to smoothly and
adaptively carryout complex activities or job functions
involving ideas (cognitive skills), things (technical skills),
and/or people (interpersonal skills). See also competence.
- http://www.businessdictionary.com/definition/skil

6. What isselling?

7. Some data on selling skill....

8. Some data on Selling Skill....
Source: The Path To Becoming A Fortune 500
CEO, Jeffrey Sanders: The road to the top- says
that the background/ skill that contributes to
becoming CEO is :selling skills- 22%. This is the
second in the list, first being, financial acumen.
It is believed that close to 14% of the world's
population is engaged in active selling.

9. Greatest Salesmen of all times
http://www.inc.com/ss/10-greatest-salespeople-of-all-time
http://www.cbsnews.com/media/the-greatest-salesmen-
of-all-time/6/

10. Sanjeev Jain
AGM to Business
Head
Nitin Chaudhry
Regional Sales manager
to Business Head
Gautam Vijh
GM-Sales to Head-Customer
Acquisitions
Some Indian Sales Heroes

11. Some Indian Sales Heroes...
Prashant Bindal
GM Sales to CEO
Mohandeep Singh
Divisional Manager to VP Sales
Sanjeev Rajasekharan
Area Manager-Sales to
Deputy Divisional MD-
Channel& Retail

12. The Game of Change
Lets Play

13. Negative Positive
Taking Away
Loss
Uncomfortable
Growth
Addition
Comfortable

14. Role of Personal Selling in Retail
Personal selling is oral communication with potential buyers
of a product with the intention of making a sale. The
personal selling may focus initially on developing a
relationship with the potential buyer, but will always
ultimately end with an attempt to “close the sale”
Personal Selling in Marketing Mix

15. The role of personal selling are:
(1) Prospecting – trying to find new
customers
(2) Communicating – with existing and
potential customers about the product
range
(3) Selling – contact with the customer,
answering questions and trying to close
the sale
(4)Servicing – providing support and service to the
customer in the period up to delivery and also post-sale
(5)Information gathering – obtaining information about the
market to feedback into the marketing planning process
(6)Allocating – in times of product shortage, the sales force
may have the power to decide how available stocks are
allocated