Personal selling

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Personal selling

  1. 1. Vishwakarma Institute of Management
  2. 2.  Today, many salespeople are problem solving professionals.
  3. 3. Definition of personal selling  “Direct face-to-face communication between seller and potential buyer to influence attitudes and behaviour”
  4. 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. 5. What kinds of personal selling are needed? Basics sales tasks- A. Order getting B. Order taking and C. Supporting
  6. 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. 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. 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. 9.  Three tasks may have to be blend
  10. 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. 11. Types of sales presentation 1. Prepared sales presentation 2. Need-satisfaction approach 3. Selling formula approach- some of both

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