it is sales

1. Sales Management
(DMS 06)
INSTITUTE OF
MANAGEMENT
STUDIES
Personal Selling - Concepts

2. Personal Selling
• Is a promotional method
• in which one party uses skills and
techniques for building personal
relationships with another party that
results in both parties obtaining value.
INSTITUTE OF
MANAGEMENT
STUDIES
results in both parties obtaining value.
• In most cases the "value" for the
salesperson is realized through the
financial rewards of the sale while the
customer’s "value" is realized from the
benefits obtained by consuming the
product.

3. .
INSTITUTE OF
MANAGEMENT
STUDIES

4. Personal Selling
INSTITUTE OF
MANAGEMENT
STUDIES

5. Personal Selling
Personal Selling Process -- Steps
Prospecting
Pre approach
Approach
INSTITUTE OF
MANAGEMENT
STUDIES
Approach
Sales Presentation
Handling Objections
Close Sales
Follow-up

6. Personal Selling
Types of Salesperson & Basic Tasks
The Hawker Salesman
The Door to Door Salesman
The Shop’s Salesman
The Manufacturer's Salesman
INSTITUTE OF
MANAGEMENT
STUDIES
The Manufacturer's Salesman
Missionary Salesman
The Distributor’s Salesman
Industrial Salesman

7. Personal Selling
Theories of Selling
AIDAS
Right Set of Circumstances
Buying Formula
Behavioural Equation
INSTITUTE OF
MANAGEMENT
STUDIES
Behavioural Equation
Need Satisfaction Approach
Consultative Approach
Customer Relationship Approach
Problem Solving Approach
Team Selling Approach

8. Behavioural Equation Approach
B ( Buying response) = P (Force of Habit)X D (Drive)X
K (Value of product or potential satisfaction to the
buyer) X V(Intensity of all cues)
INSTITUTE OF
MANAGEMENT
STUDIES
Drive …. Innate drive(Trust, hunger, pain) & Learned
drive (Social Status, Social recognition, etc)
Cue ( Triggering cues and Non –triggering cues)

9. Thank You
INSTITUTE OF
MANAGEMENT
STUDIES
Thank You