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Retail selling<br />Field selling<br />Telemarketing<br />Inside selling<br />Examples of Personal Selling<br /> 12 millio...
Characteristics of Personal Selling<br />Pro<br />Pro<br />cons<br />Con<br />Flexibility<br />Adapt to situations<br />En...
Expensive per contact
Numerous calls needed to generate sale
Labor intensive</li></ul>Builds Relationships<br />Long term<br />Assure buyers receive appropriate services<br />Solves c...
Prospecting & qualifying<br />Pre-approach <br />Approach<br />Presentation & demonstration<br />Identify qualified potent...
Why do most firms use both personal selling and advertising in their strategy ?<br /><ul><li>Advertising is a "pull" strat...
Personal selling is a "push" strategy with which you use sales rep to push your message through personal contacts.These 2 ...
The brand name that Eureka Forbes  used   was  Aqua Guard.<br />The company marketed a  broad line of modern,<br />     li...
The  sales  force was motivated.<br />It was confined to urban areas.<br />More than 80% of  INDIA ‘s  population of lived...
Relationship building opportunities of  TATA TEA <br />Direct communication by demonstration at the village bazaar<br />Do...
Personal selling techniques for small business-to-business (B2B) companies<br />Boost sales with a client testimonials pro...
  A strategy for Nokia <br />Personal selling PROSPECT<br />
WHY Nokia should go for personal selling?<br />Nokia is the world’s number one brand in mobile phone industry. They also h...
. So as a salespeople of a mobile phone one have to identify what the customer want to do with his mobile. If he just want...
.<br />ASP<br />Handset Market Share<br />40%<br />160 €<br />30%<br />140 €<br />120 €<br />20%<br />100 €<br />10%<br />...
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Ppt on asp

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  1. 1.
  2. 2. Retail selling<br />Field selling<br />Telemarketing<br />Inside selling<br />Examples of Personal Selling<br /> 12 million people are engaged in personal selling in the United States<br />Represents about 10% of the work force<br />
  3. 3. Characteristics of Personal Selling<br />Pro<br />Pro<br />cons<br />Con<br />Flexibility<br />Adapt to situations<br />Engage in dialog<br /><ul><li>Can not reach mass audience
  4. 4. Expensive per contact
  5. 5. Numerous calls needed to generate sale
  6. 6. Labor intensive</li></ul>Builds Relationships<br />Long term<br />Assure buyers receive appropriate services<br />Solves customer’s problems<br />
  7. 7. Prospecting & qualifying<br />Pre-approach <br />Approach<br />Presentation & demonstration<br />Identify qualified potential customers<br />Learn as much as possible about customer<br />Make a relationship<br />Tell the product “story” & focus on customer benefits <br />Overcome customer objections<br />Ask for an order<br />Handling objections<br />Closing<br />Follow-up<br />To insure customer satisfaction & repeat business<br />Steps of effective Selling Process<br />
  8. 8.
  9. 9. Why do most firms use both personal selling and advertising in their strategy ?<br /><ul><li>Advertising is a "pull" strategy with which you broadcast to the public and try to "pull" some interest of your product or service out of the public mass.
  10. 10. Personal selling is a "push" strategy with which you use sales rep to push your message through personal contacts.These 2 ways complement each other in the sales process. Almost any sales process need to go through the following stages:lead generation-> prospect -> customer</li></li></ul><li>Personal selling of Eureka Forbes<br />
  11. 11. The brand name that Eureka Forbes used was Aqua Guard.<br />The company marketed a broad line of modern,<br /> lifestyle products , including water purifiers<br />The brand was also launched as Pure sip.<br />
  12. 12.
  13. 13. The sales force was motivated.<br />It was confined to urban areas.<br />More than 80% of INDIA ‘s population of lived in rural areas where quality of water was low.<br />Moreover customers were told that aqua guard readily available.<br />Aqua guard was first to enter the water market.<br />Results…<br />
  14. 14. Relationship building opportunities of TATA TEA <br />Direct communication by demonstration at the village bazaar<br />Door to door personal selling by offering discounts and trial packs<br />Sampling done through careful selection of houses with no brands<br />Parivar:<br />CAs (communication agents) and acted as brand ambassadors<br />Sampling:Parivar-branded nameplates on which the CAs wrote the household's name. Families who agreed to fix this nameplate on their doors were given a free sample pack of tea.<br />
  15. 15. Personal selling techniques for small business-to-business (B2B) companies<br />Boost sales with a client testimonials program<br />Sales leads.<br />How to secure more client appointments<br />CHECKLIST: Sales lead qualification scoring form<br />CHECKLIST: What information to include in your customer database<br />
  16. 16. A strategy for Nokia <br />Personal selling PROSPECT<br />
  17. 17. WHY Nokia should go for personal selling?<br />Nokia is the world’s number one brand in mobile phone industry. They also hold a huge reputation for their quality products. That’s why they have to work less to sell their product. When someone think of buying a mobile phone set he first thinks about NOKIA. <br />So the customer fells a need for the Nokia’s handset and he try to collect information about the available handsets of Nokia. For these reason the sales peoples of Nokia get an competitive advantage to sell the product.<br />
  18. 18. . So as a salespeople of a mobile phone one have to identify what the customer want to do with his mobile. If he just want to use it as a phone than he should prefer Nokia 1100or non-multimedia set. But if he wants it as a multimedia device then he surely want to be a N series mobile if he has the effort.<br />After sales service is one of the most important fact for any kind of sale. As NOKIA gives one year warranty with their every mobile phone set then the salespeople should make sure that the customer gets his after sales service properly.<br />
  19. 19. .<br />ASP<br />Handset Market Share<br />40%<br />160 €<br />30%<br />140 €<br />120 €<br />20%<br />100 €<br />10%<br />80 €<br />0%<br />2Q04<br />3Q04<br />4Q04<br />1Q05<br />2Q05<br />3Q05<br />4Q05<br />1Q06<br />2Q04<br />3Q04<br />4Q04<br />1Q05<br />2Q05<br />3Q05<br />4Q05<br />1Q06<br />Handset Operating Margin<br />Percent of Top 5 Profits<br />20%<br />60%<br />15%<br />50%<br />40%<br />10%<br />30%<br />20%<br />5%<br />10%<br />0%<br />0%<br />2Q04<br />3Q04<br />4Q04<br />1Q05<br />2Q05<br />3Q05<br />4Q05<br />1Q06<br />2Q04<br />3Q04<br />4Q04<br />1Q05<br />2Q05<br />3Q05<br />4Q05<br />1Q06<br />-10%<br />Nokia vs. others<br />NOKIA<br />Motorola<br />LGE<br />Sony-Ericsson<br />Samsung<br />7<br />
  20. 20. Knowledge of Sales and Sales-related Marketing Policies<br />Major reasons for giving above information / knowledge through training programmed to salespeople are:<br /><ul><li> increase their self-confidence
  21. 21. Meet customers’ expectations
  22. 22. Increase sales
  23. 23. Overcome competition</li></li></ul><li>Why Choose a Sales Career?<br />There are a wide variety of sales jobs available<br /> The freedom of being on your own<br /> The opportunity for advancement in a company<br /> The rewards from a sales <br />career can be substantial<br />
  24. 24. A Key to Success<br />Stay Close to Your Customer<br />and<br />LISTEN!<br />
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